One Percent Living™ — Forget the Others, Impress You

Last week, I was working in the quiet of an out-of-the-way hotel suite, keeping an eye on TSN (Canada’s ESPN), and preparing for my keynote address the following morning. On TSN, a member of the Calgary Stampeders (a team in the Canadian Football League) was asked exactly what propels his impressive achievement in the sport. He answered, “I really like doing what others say I can’t do.”

Now, on how many occasions have we painted the town red after accomplishing a feat that someone else believed and voiced that we could not get done? Perhaps, you’re like me and can fill a legal pad with the off-putting declarations. Let’s be straightforward – it actually is rewarding to achieve an ambition that others inform you can’t be completed – particularly, by you. Earning an advanced degree, building and selling a booming enterprise, or writing and selling tens of thousands of copies of the book inside of you – well, it feels fantastic to silently appreciate that you were right after all.

However, let’s reflect on a more elite level – an E1™ level. Isn’t it “spot on” that we have a propensity to be harder on ourselves than others are on us? And how often do we glance over our personal and professional shoulders and speculate about what the Jones next door are doing or thinking?

Forget the Jones. Disregard what the others suppose or declare. Focus on – and work toward – that which impresses you. You.

Take a moment to delineate success as you perceive it. In your mind, what makes your family thriving? In your estimation, what outside relationships should you cherish and cultivate most? As you see it, what do you actually want to undertake – or not – professionally? In your distinctive state of affairs, what’s factual financial security, success, or freedom? Now, outline success in the additional areas of life and work toward that which matters most to you.

In every section, what would impress you – only you – if you set and accomplished a goal in that part of your world this year? Some may dispute that impressing only ourselves is, by nature and description, selfish. I have the same opinion. But, if our selfish evaluation of our particularized world includes the people, issues, and beliefs most prized by us – we are working toward our own commendable cause, not the attitudes, judgments, and displeasures pushed upon us by others. As a replacement for thinking and acting like the masses, we imagine, originate, determine, and achieve success in our own eyes.

One percent thinking is not for everyone. One percent efforts are not for all. One percent results are not for each and every one. If we forget about the benefit that comes from achieving what others deem impracticable and, in its place, work in the direction of that which each of us – independently – believes is viable, One Percent Living™ is within reach. Most of all, it’s flat out impressive – in the manners that stand for that which is most worthy to you.

 

One Percent Selling™ — Customer Leadership, Island Style

The changeless sales and service proverb that states “happy customers might tell a friend about your product, but annoyed customers will tell 100″ is formally reversed, thanks to George Gonzalez, the reigning World Champion of Customer Service (bestowed by me).

In September 2009, I spoke to several corporate audiences in Koloa, HI (Kauai). My clients had prearranged airport transfer service through the Grand Hyatt Kauai Resort and Spa. Habitually, I made my route from the airport terminal to the ground transportation/pick up area. I spotted my name on a sign and introduced myself to George. George carried my rolling luggage, opened the sedan door for me, and off we went to the Grand Hyatt. Over the course of the 15-minute journey, George and I chatted about everything from the island of Kauai, my “low maintenance” travel style, and riding motorcycles along the back roads of Temecula, CA. He even helped me pass a message on to a speaker friend of mine that he would pick up from the airport later that evening. In short, George took the time to get to know me, was amenable in allowing me to be acquainted with him, too, and made the further effort to make certain he attended to my business interests. Wow. That’s E1™ in its best form.

But, wait! There’s more!

A few days later, I sat in the Grand Hyatt lobby “killing time” since my return flight to the Mainland was still a few hours away. George – who remembered me from days past – suggested a picturesque tour of Kauai. There was no need to book a reservation with the concierge; this was a custom tour en route to the airport led by George. In the sedan we hopped.

George, once more, displayed why he is the reigning World Champion of Customer Service. That gorgeous ride to the airport included: a brief history of Kauai real estate prices; an account of why the island has so many chickens; a chance to observe the mountain range owned by Steve Case of AOL; a drive past the earliest port of Kauai; a discussion of George’s work with teens having drug-related problems; more motorcycles in Temecula talk; telling each other about our beautiful spouses; laughing about our favorite celebrity “high maintenance” encounters; and, a finishing stop at Starbucks. George even sprung for the java. Mahalo, George.

Here’s the E1™ lesson in One Percent Selling™: Get to know your customers well. Understand their business; share your insight; find out about their lives outside of the office; and, share a bit of yours as well. You’ll find that your customers will buy from you when they’re prepared; you’ll hit upon that these customers trust you; and you’ll realize that these customers will recommend you and your business.

My “shout out” to the thousands who subscribe to the E1™ Blog and the many who lead their business and life in an E1™ way: When on the island of Kauai, make sure your stay is at the Grand Hyatt Kauai Resort and Spa; and, locate George Gonzalez and experience how he lives what his business card articulates …”Kokua: Do something nice for someone…it will make a difference.” An E1™ difference.

One Percent Leadership™ — Investing in Your Community

How does a small- to mid-sized corporation make an enduring difference in its community? By unearthing a local cause and committing to produce THE difference.

My enterprise has been blessed in countless respects – magnificent clients, a pioneering industry, and increasing revenues and profits each year. Like scores of executives, I entertain calls and letters each month in relation to supporting this or that charity or community assemblage. One wants to lend a hand but, as a business owner, one also has restricted resources coupled with the aspiration to create a long-term difference (on balance, it’s in our blood).

Several years ago, my wife and her neighboring MOMS Club members required some support transporting donated food, toiletries, and everyday items to our local Settlement House, a community-based organization to be of assistance to disadvantaged families. We loaded up the SUV and down the hill we went.

At the Settlement House, my wife and now four year-old daughter helped me unpack the truck of the necessaries of life. As I stacked case after case of items from Sam’s Club, I made eye contact with a man who stood before me with his wife and four year-old daughter. For that instant in time, we were one and the same in all that matters most – two men doing their best to provide for their families. I immediately distinguished where my company could make THE difference in my community. For all of the $250 and $500 contributions made to numerous excellent charities, not any made such a difference as combining those amounts to repeatedly make THE difference for my home Settlement House. Rising Above Enterprises has made THE major difference since.

Where can your venture make THE difference in serving your community? Could you make financial arrangements so that three-fourths of your philanthropic resources go to one local charitable trust or foundation? There’s still room for some good quality mixed causes, but what a statement of leadership to truly distinguish THE difference your company can create. This year, settle on on a cause and make a colossal, if not THE, difference. You’ll observe more than your dollars and volunteer time at work; you will witness elite results from your focused efforts. That’s a resilient model of One Percent Leadership™.

One Percent Selling™ — Know Your Customer, Get the Sale

How many times have you finished a significant purchase personally or authorized a strategic possession for your business without trusting the salesperson behind the product or service? Chances are, your answer is nil. Features, advantages, and benefits are essential, but people – not specs – will constantly be the basis for determining who gets the sale.

Several years ago, I gave an opening keynote speech for a financial group in Montgomery, AL. In a letter of appreciation, my client commented on how far I went to become acquainted with more than the company’s fine points, but each senior executive in the room. Reading the company circular and knowing some up to date birthdays and anniversaries in the room did not hurt, either. The additional effort I made to be familiar with my client on a corporate and personal level, led to 13 spin-off engagements with the same client.

How much do you customers know you care? How well do you know your customers? Make a list of ten questions you will habitually ask your customers to get to know them. Who are their in-house corporate champions? What separates their best customers from their average customers? What major objective do they want to complete in twelve months? What are the prevalent obstacles in their way? How can you get them over that stumbling block? The list can go on; it’s up to you.

Make the effort to invest in your customer’s hearts as much as you do their minds and pocketbooks. You’ll find a great deal of success; the kind of success held in reserve for The Elite One Percent™.