Friday, June 7, 2013

A Tale of Three Young Men...


I recently had the opportunity to watch an incredible video of Eric Thomas, the "Hip-Hop Preacher" trying his best to motivate some students at Michigan State. 

This week I’d like to talk about three young men, whom I have known since they were born. Each is now approximately 20 years old and each has chosen a completely different path from one another.

The first young man is named Mario. Mario is the product of a broken home and essentially raised by his mother since he was only 4 or 5 years old (although his father was always around and is still very much a part of his life). He is an only child.

Mario’s parents both worked outside the home. His mother was a production planner for a small assembly company and his father was a salesman for an office furniture company.

His mother and he lived comfortably but not lavishly in a small two bedroom condominium in a blue-collar neighborhood.

From an early age, you could see that Mario was raised with a strong work ethic and was taught good manners and etiquette. His mother stressed personal responsibility and gave him the ability to be independent at an early age.

Each day he came home from school, did his homework, and helped to prepare dinner for his mom and himself.

He received straight A’s throughout his grade school and high school years mostly through hard work, discipline and dedication.

Mario had several hobbies such as cars, photography, and electronic gadgetry. On weekends, he worked around his neighborhood to earn extra money to support his hobbies.

His hard work in school paid off when he was admitted to attend UCLA on a (near) full-ride scholarship to study mechanical engineering.

His life-long goal is to learn how to design and build cars and in particular engines.

He has just finished his junior year and is on track to finish this rigorous degree (normally a five year program) in only four years... due mostly in part to taking several summer school classes instead of hanging out at the beach all summer.

I have no doubt that Mario will achieve his dreams of being an engineer and designing cars one day due to his incredible work ethic and his laser focus on his goals.

The second young man is named Ian.

Ian is also an only child of two working parents living in a blue-collar neighborhood.

Like Mario, Ian too had big dreams growing up but instead of wanting to become an automotive engineer like Mario, Ian instead had dreams of becoming a major league baseball pitcher.

He started playing baseball at a young age and showed a lot of promising talent (well... for a 5 year old that is).

His parents allowed him to play on several all-star caliber little-league teams going with him to practices and games. While on these travel teams, he received coaching and specialized attention to help him learn the basic fundamentals of playing baseball, the mechanics of pitching, and the art of hitting.

Although Ian typically played baseball 6-8 months a year, his parents also kept him focused on his studies. He would only be allowed to play baseball if and only if he maintained his grades in school.

Ian continued to play and learn new skills. He was one of those kids who were deemed "coachable" by always playing hard, maintaining a positive attitude (even when things didn’t always go his way), and listening to his teachers and mentors as they tried to make him a better player.  

Ian was not only privileged to have hand-eye skills at an early age, but he was also extremely fortunate to develop a physique that would allow him to reach the lofty goals that he had set for himself... growing to 6’ 2" developing a muscular frame through high school.

As you might imagine, Ian attracted the attention of college and professional scouts who could see that Ian had developed, not only into a fine baseball player, but into a poised and mature young man.

After many athletic scholarship offers from universities across the country, Ian selected the University of San Diego to stay close to his home base.

This year, Ian led his high school team to their third consecutive county championship game. He set the San Diego County all-time strike-out record and completed the year with an ERA under 1.00 (this stat measures how many runs he gives up over a 9 inning span).

This morning, Ian was named the county’s baseball player of the year by the San Diego Union Tribune.

About 7pm this evening (local time), Ian Clarkin was drafted by the New York Yankees in the first round of the Major League Baseball amateur draft fulfilling his goal of one day playing professional baseball.

While an offer to play professional baseball for the New York Yankees might be tempting, Ian was also named one of the top scholar athletes in the county and might very well end up accepting the scholarship offered to him by USD in order to earn a college diploma as well as playing  baseball.

The last young man I know is Jacob.

Like Mario, Jacob grew up in working-class neighborhood.  He is not an only child but rather is the second of two.

Jacob is extremely intelligent, polite and socially aware.  He has a multitude of friends and a vast network of family connections.

He also seems to suffer from a lack of any real motivation to do anything but hang out with his friends, watch TV and play video games.

At one time in his life he was involved with his church, Boy Scouts, and organized youth sports... but ended up quitting once it took a little bit of work and discipline.

His parents have pushed and prodded him to do his school work but he has always been content with barely passing grades doing the least amount of work possible to eke by. 
 
His parent have tried enrolling Jacob in  private schools, hired tutors, and spent countless amount of hours trying to keep him on task.

They have tried to punish him (by taking privileges away from him) and have tried to offer him rewards for achieving goals that he set for himself.

Although he always seems to start out with the best intentions, he grows lazy after a short amount of time and chooses to forgo the incentives.

He is not motivated by money... until he discovers that he wants to buy something... at which time he will work just long and hard enough to earn the appropriate sum he needs and then quits.

He managed to scrape through high school with barely enough credits to graduate and has been attending a community college... passing only a handful of classes in a two years span.

At the urging of his parents, I met with Jacob recently and asked him about his goals.

He told me that he was hoping one day to graduating college and buy a house.  When I pressed him for more details on his "plan"... he simply dismissed me by telling me that he had it all worked out in his head and that I shouldn’t spend my time worrying about him.

His parents recently have told him that unless he raises his grades to a minimum level, he would be asked to vacate the family home at the end of the year. Jacob doesn’t seem to be fazed by this edict and has told them that he doesn’t mind living on the streets if he’s asked to leave.

Jacob’s parents and friends are rightfully concerned for him, but he is now a young adult who doesn’t even seem to care about his own welfare.

For the most part, Jacob is not considered spoiled or privileged.  He simply just doesn’t seem to care about himself or the community in which he lives.

Three different boys raised with basically the same family resources.  Each with a loving and caring family.  Each with a high level of intelligence and natural abilities.

The large difference I see in these three young men is that two of them have envisioned their future and are doing things today that will make their dreams a reality...

Whereas the third young man continues to live in the moment of here and now... completely unprepared and unmotivated to prepare himself for the future that still lies ahead.

I’m incredibly excited for Mario and Ian and the bright futures that lie ahead for these two young men. 

I’m equally concerned for Jacob and the multitude of others like him.  No one can change another person’s direction in life until that person decides for themselves that they want to change.

It’s sad to me that a young man with so much promise has decided to squander his opportunities away while there are so many other young men and women around the world who have no such resources...

... but it is truly his decision and his entire fate remains solely in his own hands.

We all have our hands full... living our own lives... so it is impossible to try and live someone else’s life for them. 

Thank you so much for your support of OptiFuse, where we hope to help and inspire all young people to succeed in life and making their own mark on the world.

Friday, May 31, 2013

Living Life By Design...

Every so often I have the chance to meet up with an old friend to enjoy some camaraderie and conversation during a long weekend bike ride.

Last weekend was one of those occasions.

Jack Daly is a sales trainer, and in my opinion, is unequaled by any other in his profession. Over the last 20 years, I’ve had the pleasure to participate in several of Jack’s presentations and workshops specially geared to salesmen and sales  managers.

Not only have I participated myself, but I’ve also sent countless of my own sales people to Jack’s seminars and trainings.

Jack’s basic sales methodology is relatively simple:
  • Show up for sales calls... on time... be prepared... and always have a purpose in mind of what it is you want to achieve during the call.
     
  • Ask a lot of questions and listen intently to what your customer is saying.
     
  • Find ways to connect with your customers both professionally and personally... sales is really just the transfer of trust... if your customer doesn’t trust you... they won’t do business with you.
     
  • Look for opportunities to do things for your customer that your competitors are unable or unwilling to do... be an innovator not an imitator.
     
  • Follow up... follow up... and follow up...
His basic sales management philosophies are equally as important: 
  • A sales manager’s job is not to grow sales but rather to grow sales people.
     
  • 20% of your sales people will produce 80% of your sales... focus on making the 20% great NOT making the 80% better.
     
  •  The team with the best players wins most of the time... always be on the lookout for the best players in your industry.
     
  • While most great sales people are indeed driven by money... what they truly desire is recognition... never forget to personally recognize outstanding achievement.
     
  • Coaching is done on the field... not in the locker room.  Spend time with your sales people in the field... not in the office.
Jack absolutely loves being in front of an enthusiastic audience and displays more energy than most 20 year olds (did I  mention that Jack was nearing the age when most people retire?).

His travel schedule has him on the road some 250 days each year... conducting sales training and corporate seminars on every continent on the globe.  Many times, he is escorted by Bonnie, his high school sweetheart and wife of 43 years as they manage to sandwich some vacation time in between Jack’s work schedule. 

In addition to his work, Jack is passionate about other areas of his life.

In his "spare time", Jack races in triathlons 4-6 times per year. Not some sprint triathlons where a person is required to swim a few hundred meters, ride their bike 10-15 miles while finishing the race with a 5K run.

No... Jack is an Iron Man triathlete.

A full Iron Man competition requires the racer to swim 2.2 miles (generally in rough water conditions), bike an amazing 112 miles, and then finish it off with a full 26 mile marathon!!

Most participants do not finish such a race... but Jack not only has finished 12 such races, but he has also now qualified to run in the Iron Man World Championship in Kona, HI this October.

Preparing for these races takes an incredible amount of training and dedication. One of the ways he prepares himself is to run in sanctioned marathons.

Jack’s goal is to run in a marathon in every state (he has already completed marathons in 34 states to date) and  on each of the seven continents (including Antarctica) which he will run next winter - (remember it’ll be summer there).

In addition to his personal endeavors, Jack is a family man finding ways to spend quality time with his wife, his two grown kids, and his two grandchildren.

It’s no wonder why Jack and I have had such a hard time finding some time to meet up and ride together this summer...

As we were riding along, I asked Jack in a sincere way, whether he had ever thought about slowing down a bit... if nothing else... to take time and "smell the roses".

He turned his head and looked at me with a somewhat confused look...

"Jimmy... you don’t understand... I am taking time to smell the roses... in fact... I take time every day to smell the roses..."

"You see... I live my entire life strictly by my own design... not by chance... everything I include in my life is there because I want it to be there... I don’t really do it for the money... I don’t do it for the celebrity... I live my life this way because I love doing it... !!"

"Do you think I just woke up one day and said that I think I’ll run in the Antarctica marathon next year?... no... it took years of preparation and thought... I have certain items in my schedule that I’ve planned for two or three years in advance."

"I alone take responsibility for everything in my life and what I’ve chosen to do... if I don’t like something... I alone have the power to change it."

I’ve thought a lot about these words for the next few days...

Jack isn’t a prisoner of his own life... rather he is a guardian.

Now I have no expectations in my own life to try and achieve the lofty goals that Jack has created in his. I am not motivated to spend 250 days a year on the road nor do I feel compelled to complete Iron Man competitions.

My life has been designed by me for me...

This is the same for every person on the planet...
 
The big difference in Jack Daly’s life is that he never idly waits around for his goals to one day become a reality... he spends each and every day preparing to conquer yet another challenge that he’s set for himself... to check off another "done that" box on his bucket list.

Jack lives his life just like he makes sales calls...
  • He gets out of bed each day and shows up for the life he’s chosen to pursue.
     
  • He sets off each day with a purpose in mind.
     
  • He prepares himself for success by creating goals and measuring his results.
Even though it would be impossible to try and mimic Jack’s life... we can perhaps draw a little inspiration from him and try to live our own lives with a sense of urgency and purpose rather than by purely chance.

Thank you so much for your support of OptiFuse, where we believe that life is worth living to the fullest each and every day.

Friday, May 24, 2013

Life's Little Instruction Book...

I was cleaning my office the other day when I discovered a set of books that someone had once given to me as a present.
 
The books were entitled, Life’s Little Instruction Book", volumes 1-3 written by an author named H. Jackson Brown. Inside his books were mostly practical little tips to living a rich and fulfilling life such as:

"Always do the right thing, regardless of what other people think."

"Never deprive people of hope... it might be all they have."

"Every day always look for a way to improve your marriage."

"Get a flu shot each year."

"Never go to bed with dirty dishes in the sink."

"Always over-tip breakfast waitresses."

Mr. Brown presented the original 511 little tidbits as a going away present to his son Adam as he left home to attend college.  Later he wrote two additional volumes as he thought of them.

I enjoyed reading the first 20 pages or so (about 100 little instructions in all)... and then my mind began to wander a bit...

First I began thinking about Mr. Brown and his son Adam...
 
Here was a young man who was leaving home to go off to college to live on his own for the first time. No longer will he have the benefit of mom and dad looking after him... soon he will be doing his own laundry, buying his own groceries, paying his own electric bill.

The thing that I found most interesting was that, it wasn’t until his departure from the home, that dad decided to give him a complete instruction guide on how to live a better life...

The part that intrigues me was that dad never thought to impart any of this wisdom in the prior 18 or so years his son lived under his own roof...

You would think that mom and dad might have had a house rule that said in essence... if you dirty a dish... wash it and put it away... 
 
...or if they went out to eat breakfast one day... dad would over tip the waitress (er um... food server) and point out to his son that just because a breakfast is not as expensive as dinner, it doesn’t mean that the servers don’t work their tails off endlessly refilling coffee and making sure the food arrives hot to the table... so they should be rewarded for the extra effort.

These would have been great teaching moments in a young boy’s life... in bite size portions so it could be digested and remembered...

Children never stop learning from their parents (even after they leave the nest)... they learn from watching their parents actions... they learn from listening to their parents words... they learn from watching their parents mistakes...
   
The second thought that came to my mind was that although these tips are well-meant... no one ever learned to live life by reading about it in a book (or a weekly blog for that matter)...
 
Some things are meant to be learned by doing rather than by just reading or thinking about it...

I suspect that outside of a very small minority, practically everyone learned to ride a bicycle by actually getting on a bike and start riding it... usually with mom or dad running behind the bike... holding it upright as the child peddled along...

Soon mom or dad let go and the child started riding on their own... oh and yes... they usually crashed several times before mastering the bike riding skill... but learning valuable lessons along the way by actually doing... not thinking about doing...

The same could be said about learning to swim... or learning to cook... learning a second language... or learning to play a musical instrument...

Learning takes place by doing... not by thinking about doing... not reading a book about doing... not listening to CDs or going to seminars about doing...

You learn by trying to do something... and then repeating over and over until you have mastered the skill...

This brings me to my main topic today... starting and operating a small (or large) business.

I’ve recently had several conversations with a couple of friends who are considering joining the ranks of the entrepreneur. These are not new conversations mind you... in fact these are the SAME conversations that I was having with them 3-5 years ago...

In the time since... my friends have spent their time reading business books... doing market research... evaluating accounting software... designing logos... and coming up with catchy names...

They have also spent their time talking with other business people in order to get a sense of what it takes to run a successful business.

They have done everything that they believe is important to running a business... except of course... actually running a business...

When I confronted them with the fact that they have been all talk and no action... I received the response "well... I just want to learn all I can to help avoid making big mistakes."

With that I gave them a pearl of wisdom that was once imparted upon me when I first began life as an entrepreneur...

...the only real way to avoid big mistakes and make better decisions was having experience... and the only real way to gain experience was to make a lot of decisions and make a lot of little mistakes...

This doesn’t mean one needs to experience drowning in order to learn how to swim... but it does mean that one should perhaps first learn to swim in the shallow end of the pool before venturing out to the open sea...

Once a certain level of proficiency is reached... then and only then should one try to enhance their skills by learning new techniques and skills... exploring new ideas... reading books... employing mentors and coaches... and/or taking classes.

There is no substitute for experience and hard work.  There is no substitute for doing.  

You can’t learn to live a full and enriched life by reading about it in a book... life comes from living and doing...

Thank you for your support of OptiFuse, where we believe that doing always trumps thinking about doing.