Austin Sales Training, Presentation Skills, and Meeting Facilitation

Davis / Hill Solutions LLC is a training and consulting firm designed to assist companies in Austin, Texas (and beyond) with staff development courses in sales, leadership, business development, communications, and presentation skills.

When I began speaking professionally four years ago I assumed that I would have a robust training component to my business.  However, in the midst of the recession many companies suspended their employee training programs (thus, I built my business around speaking at conferences and individual coaching). While I often was asked to create in-house corporate classes by those who had seen me speak, it was not an active part of my early business focus.

Today there is a renewed interest in customized classes to educate, inspire and motivate employees.  Additionally, many companies and law firms are finding it useful to bring in outside facilitators to create better engagement in their planning sessions.  I have always enjoyed this component of my work, and am excited to work with a variety of companies across several industries.

Davis / Hill Solutions is a distributor of DiSC Workplace Assessments, and much of the DiSC training methodology and course-ware are utilized in the classes we offer.  Every class is designed with the client's unique staffing framework, and half and full day instruction are available.  

We will be working with a variety of experienced trainers to make sure each client receives the ideal instruction.  Additionally there is a series of public classes being developed in conjunction with local incubators and co-location facilities for entrepreneurial companies and solo-preneurs (more information coming soon!).  

If your team is ready for education and facilitated discussions to move your company closer to their potential, I look forward to talking with you soon.

Have A Great Day.

thom singer

Director of Training

thom (at) DavisHillSolutions.com

(512) 970-0398

Protecting Your Time / Protecting Your Goals Workshops in Austin, Texas (SOS Leadership)

This is the time of year when people begin to think of changes they want to make for next year. Maybe this year has not been good, so you think a change in year is all you need. The reality is that you need more than a new year; you need a new you!

Paul J. Meyer said, “If you are not making the progress you would like to make and are capable of making, it is simply because your goals are not clearly defined.” Most problems that we have are because of goals, either lack of goals or lack of achievement of them. Perhaps you don’t have any goals. Or maybe you have not written them down.

If you do not have written goals, then you do not have goals. Writing crystallizes thought, which motivates action. Action is usually important when trying to achieve a goal. If you are struggling with your goals or just need some direction, SOS Leadership’s Protecting Goals showcase might be just what you need. This five-week course teaches you the fundamentals of goal achievement in easy-to-understand, bite-sized segments that will help you figure out where you want to go and how you will get there. Along the way, you will learn how to:

- Develop an Achievement Perspective
- Create a Top Ten List
- Assess the cost of your goals
- Create an Achievement Plan

The next Protecting Goals showcase begins November 16th (7:30AM-9AM). The cost of the showcase is $995. Mention this blog and pay only $595! Register by calling 512-992-2985 or email info@sosleadership.com.

Determining what your goals are and developing a plan for achieving them is vital for your success. Maybe you understand goal setting, but just cannot seem to find the time to accomplish your goals. Time is one of the main obstacles to most people’s goals.

Many people believe they are poor managers of their time, but in fact they are unable to manage themselves. They lack the focus needed to accomplish their goals in the time they have. The key word there is focus. If you struggle with finding the time to accomplish your goals or you lack focus, SOS Leadership’s Protecting Time program will be able to help. Time management is a myth. This five-week program focuses on how to manage yourself, not time! With this program, you will learn how to:

- Understand the value of your time
- Work smarter and more efficiently
- Avoid time-wasters
- Protect your energy

The next Protecting Time showcase begins November 17th (11AM-12:30PM). The cost of the showcase is $995. Mention this blog and pay only $595! Register by calling 512-992-2985 or email info@sosleadership.com.

Have A Great Day

thom singer

*** I have been working with the SOS Leadership team, but I am not involved with, nor do do not profit from, this workshop. I just think they do good stuff and I wanted to share it with the readers of my blog.

Re-Ingite Your Dream Machine - November 1, 2010 - Austin, TX

Register today for "Reignite Your Dream Machine"
featuring Thom Singer &
Bill Moyer!

Monday, November 1, 2010
5:30-7:00 pm
St. Edward's University, Ragsdale Center, Mabee Ballroom
3001 South Congress Avenue, Austin, TX 78704

We all have dreams for our future, but sometimes those dreams are stolen from us. Perhaps your dreams were stolen by negative relationships in your life or maybe by a tough year in your business. You can turn around your life and your career simply by remembering your dreams and turning them into goals! You can be successful in whatever it is that you want to do!

Bill Moyer, an expert on leadership and goal setting, and I will share our experience about how to turn around your year and how to realize your dreams at this motivational and inspirational event. Come network with other professionals, get a free copy of Bill's book, learn from exciting speakers, and most of all, come Reignite Your Dream Machine and close out 2010 strong!

Tickets for this event are $10 in advance or $20 at the door! Register now!

Sponsors include:

• SOS Leadership Institute
• St. Edward's Alumni Association
• Austin Young Chamber of Commerce
• Young Women's Alliance

Have A Great Day.

thom

Ambassadors For Growth

I was asked to deliver a presentation for a group of leaders at a church. This long established institution is growing, building a new sanctuary, and looking to invite additional families into their congregation. They have a wonderful community, but if left to chance they would not have the same levels of success in their expansion. A seminar to bring the internal leaders onto point in regards to creating a "welcome wagon mentality" was right on target.

In discussions on ideas for the program I came up with the theme of "Ambassadors for Growth", as it was clear that this church wants to highlight its grassroots culture and encourage existing members to take an active roll in making new families feel welcome.

I spent many hours working on my "Some Assembly Required: How to Make, Grow and Keep Your Business Relationships" presentation to customize the messages to meet the needs of a religious community instead of a business organization.

I consulted with several friends who are active in their religious communities (from several different religions), and found similar concepts around how "People Are Seeking A Feeling of Connection". This is the same point I teach when I speak to companies and law firms, or coach individuals on business development topics.

The seminar I conducted for thirty leaders in this faith community was an hour presentation followed by another hour of facilitated discussion. The idea that every church leader and member was an "Ambassador for Growth" resonated well with the participants. There was an excitement in the room when all agreed to expand the existing a culture of connection throughout the parish by taking a specific action step. While many useful ideas were shared, and will be embraced... one idea from the crowd was the "ah ha" moment in the dialogue:

Each of the thirty people in the room would recruit three other "ambassadors" who would agree to meet one new person or family each week following the services. This would equal nearly 100 people who would approach one stranger (existing member or the church or new-comer), and make them feel more welcome.

What was best about this action is that even an introvert can agree to talk to one person a week, and with 100 people doing this, the idea would spread to others. Soon there will be more connecting going on within the church, and thus it will become a more welcoming place (this church already has a welcoming reputation, but wants to do even more!).

Simple. Sure. But without having the leaders all sit together and discuss the process, it would just be another idea that everyone assumes is already happening, or was too simple to have an impact. People over-think and over-analyze concepts all the time rather than taking action. This little action, if executed, will be a seed that can sprout into a mighty oak!

Leading this workshop was a great experience. I love when the message of my presentations translates to new demographics and diverse audiences. I also get very charged up when the best ideas and action items come from the participants sharing and inspiring each other.

Have I mentioned I love my job!

Have A Great Day.

thom

Don't Burn Your Bridges By Having To Be The Smartest Person In The Room

When seeking answers to help you navigate the path toward success, sometimes a double dose of humility goes a long way.

Very often inexperienced entrepreneurs long for the advice, guidance and direction from successful business professionals, but fail to receive the boost they desire. We live in a relationship economy, and for the ecosystem to work, there must be give and take. Too often those who seek to take, forget they also must give in return. Their focus on what they desire clouds their judgment. Sometimes their gift is no more than allowing the more seasoned executive to share. They must be conscious of how the relationship is established or they could end up with nothing.

When they get their audience with the person of achievement, some spend too much time trying to prove how smart they are and kill their potential for a mentor, adviser, board member, investor, or a transfer of knowledge.

We all have egos and long for the respect of those we admire, but when exposed to greatness it is best not to try to demand the position of an instant peer. You earn respect, you do not demand respect from those at the top. To be a true leader, you must recognize the situation and acknowledge that sometimes it is best to follow others.

I have found that those who are the most successful (financially, emotionally and spiritually) no longer have anything to prove, and thus are beyond the need to be the smartest person in the room. They either know they are the brilliant one... or they know they are not (to be successful is not bound to being the smartest)... and their own victories speak for themselves. However, they expect those who seek their assistance to understand the realities of the situation, and to act accordingly.

I have struggled with this, and so have many others. Opportunities are lost when we must be right. It happens in business, politics, religion, and relationships, (anywhere human beings interact) that deals die before they are ever born.

Most successful people like to give a hand up to others who are making the effort to better themselves. They take pride in being a catalyst that launches others to the top. But they will not help others who lead with pride and ego. They have no reason to want to support a know-it-all.

When you get the chance to intact with the person who has achieved the success you desire, ask questions, listen, and learn. Help build the bridge of a relationship that can bring you both to a mutually beneficial exchange. If you disagree, resist the urge to "school" them on your point of view. While you might be right, you also might be missing some key pieces of information that will alienate them from serving as your guide. The best leaders seek to see the situation from other points of view.

Killing the golden goose hurts both you and the goose. You lose your easy gold, and they miss out on the joy of providing you with the riches they possess.

Have A Great Day.

thom

Are You A "Thought Follower"?

Many people spend an exuberant amount of time trying to position themselves and prove to others that they are "thought leaders". This buzz-word became popular in the 1990s and is now the holy grail in business. Every company and corporate "guru" strives for this label.

Many self-assign themselves the "thought leader" moniker, but you cannot appoint yourself the leader. If nobody is following you, then you are not necessarily out front.

But is it a bad thing to be a "Thought Follower"? Our cowboy society applauds the self-made pioneer and makes the concept of not being the leader into a sub-standard position. You do not see executive committees sending the second best sales person to Hawaii or praising the late adopters inside the organization.

(Only Avis Rent-A-Car ever publicly cheered their own runner up status and said that the number two position can be a darn good thing - there was a lot of money to be made for number two).

I am not condemning leaders (thought or otherwise). They are great. Important. But if there can be just one first, then everyone else is left to be a loser. If victory is reserved for those who create something totally unique or dream up a premier idea, then there is no room for those who follow to have an impact.

I believe that there are many paths to success, and first-mover innovation is only one of the routes.

This does not mean that the masses should just sit back and wait for "thought leaders" to create the new way and then mindlessly follow. Instead the real challenge is to see the new concepts and extend them even further into fresh arenas that the original creator did not imagine.

You do not always need to be the "thought leader" and we need not only admire those who hold that title. Instead we should always be observing the new new thing and pushing it in even newer directions. Observe and honor the thought leaders, and then take their inspiration and create something more spectacular so that the world can cheer.

Thought Followers of the world unite!

Have A Great Day.

thom

Leaders Inspire

Managers "hire and fire" -- Leaders "inspire". I think one problem we are having in this economy is that we have too much management and not nearly enough leadership!

I had an interesting breakfast today with a friend who asked NOT to be named on my blog.

He shared that he is encountering few companies with CEO's that are true leaders. He is frustrated at seeing so many experienced and intelligent business professionals who are "hoping" for an external recovery instead of going out and taking risks to create their own successes.

In good times everyone appears to have leadership skills, but in tough times the curtain is removed and few have the foundation on which to draw strength.

He thinks that most folks are so scared of making a mistake that they are doing nothing. Companies are trying to save their way to success by not making any financial expenditures.... and thus it trickles down the line so that everyone is paralyzed.

What do you think? Are you surrounded by leaders or managers? Ask you co-workers if the boss has inspired them in the last month. If they look at you like you are nuts, you know the answer!

Have A Great Day.

thom

Some Thoughts On Being Present, Having an Impact, and Gratitude

This morning I had breakfast with a good friend who always inspires me about career, community service, friendships, priorities and passion for life.

Eugene Sepulveda is the Executive Director of the Entrepreneurs Foundation of Central Texas, as well as an active community leader and servant. I have known Eugene for nearly ten years and over that decade I am continuously amazed that he can do so much for his job/foundation, community, friends & family, and still make time to sit down for an hour and be engaged in conversation.

When you talk with him, you instinctively understand that he is present in the conversation, and that he wants to see those around him succeed. His eyes tell the story that his mind is searching for ways to connect the dots and help others. Eugene is always willing to make suggestions and introductions that can bring people along on their personal path to success. He is a perfect example of a "Big Tent Thinker", who knows that there is always room for more good folks under his big top....and he wants those people to know each other.

This is an amazing trait - to be present with those you are talking and be in the moment while simultaneously looking to be of assistance. We all live in a busy world and there are enough responsibilities and pressures swirling around each of us to choke an elephant. Many people hide behind being "busy" and get nothing done.... however those who are the most "busy" never seem to have that excuse. They just do.

If you read Eugene's blog, Community Matters, you wonder when he has time to sleep. He is always somewhere, doing something, with other amazing people who are making Austin and the world a better place.

I had scheduled our breakfast to say "Thank You", as Eugene was very persuasive in convincing me to apply for the 2008 Leadership Austin Class, and he wrote my letter of recommendation for the program. Those who read this blog regularly know that my year-long experience in Leadership Austin was amazing, and I wanted to properly show my gratitude.

I am a big believer that when you express appreciation, the good flows back to you. Today was a great example, as his ideas, suggestions and advice for my career/job, community service and my author / speaking career were priceless. I was inspired because I think he understood my goals to achieve in all three areas, and it is good to feel understood and supported by your friends.

So I hope those who read here gain from this post two insights:

1. Become the type of person who is present in conversations and find ways to be the conduit for other people to clarify their own path toward success. When you do this, you will have influence. My friend has much influence in many arenas, and I know it is, in part, because of this ability he has to relate in such an easy manner.

2. Say "thank you" to those who make an impact in your life, and they will be impactful again. You cannot just receive without letting the giver know their actions mattered, or you run the risk of them never knowing they made a difference. What a loss for someone to not know their actions were a catalyst.

Have A Great Day.

thom

How Much Do You Transmit vs. How Much Do You Receive?

When you are meeting with people, be cautious of how much you talk vs. how much you listen. Everyone likes to hear their own voice and share their opinions, so you must give people their chance to sing.

I am a talker, so I personally struggle with this one. When I was in 2nd grade I was constantly in trouble with the teacher for talking too much in class. (The funny thing is the teacher never told me that one can have a career as a professional speaker and be paid to talk. But talking to an audience is different than having one-on-one conversations). Elementary school teachers don't want kids talking out of turn, so many people learn to just sit quietly while others are talking. This makes it easy to have one way conversations, even though neither party desires this type of chat.

I come from a big Irish family where telling stories was a normal part of the family gatherings. As the youngest of 26 grandchildren, I honed the ability to spin a tale early at my grandparents table. I have fond memories of listening to my aunts, uncles and cousins make the whole crowd laugh with how they shared life's anecdotes.

Being able to speak is a valuable skill, but so is knowing when to listen.

A couple of years ago I met someone for the first time and talked too much during our meeting. This person was offended and told some mutual friends about his impressions of me..... in a very unfavorable light. I have a different memory of our time together, and thought he was very guarded (almost rude) and that he did not seem to want to talk with me. I thought him to be selfish in his demeanor and felt if I did not speak, we would just have stared at each other over our lattes.

I gained two valuable lessons from this:

1. If you are more of a talker, be conscious of asking questions and actively listening to other people.

2. If you are more introverted, be conscious of not letting another person dominate your conversation. Take charge.

While different people have different ways of communicating, and some are more verbose and others more quiet. Both parties need to take responsibility for a conversation and work in sync to be sure there is ample give and take. I have always been sad about the first impression I made on this person, and continue to work to improve in this area.

I openly share that I struggle with this because when we admit to our short-falls, we often find new ways to improve. I now try to make sure I ask at least three to five questions of people I talk with. Even if I talk more than I should, by inquiring about them, I bring them into the conversation and make myself listen.

Make sure you find a way to balance out how much you transmit to others and how much you receive from them in conversation. It is when the other person is talking that we learn the valuable nuggets of information that allow us to help them achieve their goals. When we help others, we win too. So you need to listen better in order to succeed.

Have A Great Day

thom

Total Leadership by Stewart Friedman

Two days ago I blogged about being too short on time, and perhaps a bit overwhelmed at all that I have on my calendar. Then by pure serendipity I met author Stewart Friedman who was in Austin to promote his new book, Total Leadership, and speak at a meeting sponsored by Leadership Austin and Bootstrap Austin. The event was hosted by BazaarVoice, one of Austin's hottest growth oriented companies and leader in the area of social commerce.

The message of Friedman's Total Leadership is about being a better leader and having a better life. However, this in not your usual leadership book, but instead is focused on going beyond life / work balance and being more effective with the limited 24 hours that we all get every day. Stew is on a mission to allow others to create change that benefits work, home, community and self.

As the Wharton School professor spoke to the sold out crowd of over 100 business professionals, it was as if he had read my blog post from Tuesday and was speaking directly to my dilemma.

Each of us is challenged in different ways to make it through our lives, but Friedman teaches that leadership is not just about businesses, it is about life. One must begin, be real, be whole, be innovative and then reflect and grow from their unique experiences.

His research shows that those who can gain control over their lives are more productive in all areas of their life. Many look at the work / life movement as being all about the employee, but in reality, when done right, it benefits the individual, the company and the greater community.

The most telling part of his talk was that we put much of the pressure to perform on ourselves. When we explore the situation, we discover that that what we think people expect from us is usually much more than they actually expect. We are the ones who push ourselves to superhero levels when others have mortal expectations of how we go through our day.

I am anxious to dive in and read Total Leadership, as the book has "ah ha" moments waiting to be discovered.

Have A Great Day.

thom
www.thomsinger.com

Surround Yourself With Amazing People - Leadership Austin

When you surround yourself with amazing people the sky is the limit. Below you will find a seven minute video featuring many members of the 2008 Essentials Class of Leadership Austin sharing their opinions of what makes Leadership Austin a spectacular organization.

I just completed my year in the Leadership Austin program, and I cannot find the words to describe the experience. It is not just the curriculum that makes it great, but the interactions with a diverse and engaging group of people who challenge each other to examine their commitment to community service, leadership and success.

You will see in the video that the theme for everyone is their connections to the other people in the class. While I did not have the opportunity to get to know everyone in the group, I developed an unparalleled level of respect for these dedicated leaders.



For more information about Leadership Austin please visit http://www.leadershipaustin.org/.

Applications for the 2009 class are being accepted until June 16, 2008.

Have A Great Day.

thom

http://www.thomsinger.com/

Figuring Things Out - Part Three

While striving to excel is a good thing, you have to remember to not run over other people along the way. You never know how your assistance toward an other's goal could positively impact the world. Do not become so self focused that you fail to see where you can help another person to reach their goals.

Often people are dedicated to their own their tasks that they lose sight of those around them. These people don't necessarily mean to harm or neglect others on purpose, but their dedication to success makes them think that people are a nuance.

Realize that this life is not a "zero-sum game". Success is not about how big a piece you get of the pie, but how big you can make the pie for everyone. An ever expanding pie means we all can win.

But it is hard when under pressure to remember to be observant of the needs of others. I have figured out that those who are truly successful, be it financially, emotionally or spiritually are never jealous. Instead these are the people who go out of their way to lend a hand up to those who are still climbing the latter. Successful people are confident in themselves and are never threatened by the achievements of the next guy.

Have A Great Day.

thom
www.thomsinger.com

Figuring Things Out - Part One

I think that many people are striving to figure out their purpose in life. I know I am always looking for more meaning to my daily activities. With all of the pressures of career, family, community, etc... it is easy to get lost in the day to day routine while missing out on smelling the flowers along the way.

The materialism of our society tends to trap people in the cycle of money and things. Houses, cars, clothes, trips, careers, the latest electronic gadgets and the rest are a seductive draw that are nearly impossible to avoid.

I do not have a desire to sell my house and live in a tent and this post is not about renouncing monetary goals. It is just the opposite. It is part of figuring out ones path to know yourself, your dreams and your own desires. Money cannot buy happiness, but it can provide freedom and opportunity.

Many years ago when I was in my early twenties I had run up a large amounts of credit card debt. When my wife and I realized the amount I owed it was stifling. It hurt. It felt as though we were in a cage. Together we restructured our budget and worked hard to eliminate the plastic handcuffs of over use of credit. Since that time we have only spent within our means. Sure, there are things we want, but having those "toys" do not provide freedom.

I am discovering that freedom is the true currency. Having the freedom to discover "self" is the key to experiencing life. With freedom comes confidence....and I know personally that when I am confident I feel as though I am on top of a mountain over looking an unlimited and amazing view. It is as if I am an eagle soaring high over the landscape.

Entrepreneurs live this mindset. Those who can see every situation as just another opportunity have the freedom to excel. I admire those who start and grow businesses and can create income from where there was nothing. The real artists who can face any problem and find an opportunity. Lemonade from lemons.

Does one have to be born with such traits or can they be learned? I think you can learn to be entrepreneurial, but you need to be open to change and growth.... for both you and your company. I see it around me all the time. Many of my friends who own businesses struggle with a variety of issues, but they are nimble and can reassess their environment quickly. Even those who resist change, know that success requires flexibility.

To figure things out one must be open to exploration.

Have A Great Day.

thom
www.thomsinger.com

2009 Leadership Austin Applications Are Now Being Accepted

I am a member of the 2008 Leadership Austin Essentials Class. This program began in 1979 and has been going strong ever since. Applications are now being accepted for the 2009 class and if you live in Central Texas, I encourage you to explore this amazing organization. (most major cities in the United States have similar leadership programs, so if you read this blog and do not live nearby, you can look in your own community for an organization).

I have participated in a wide variety of business groups, but my experience with Leadership Austin is unparalleled. While I considered myself "well-networked" in the business community, I was amazed that from the 55 members of my class I only knew 6 before the program began.

My classmates come from government, non-profits, business, technology, banking, small business, large corporations, law firms, etc... Each person brings a unique passion for serving others, and a desire to expand their own abilities. We meet once a month, and with every interaction I am humbled by the intelligence, grace, wisdom and dedication of those in the room.

Leadership Austin fosters a non-partisan environment where people of diverse backgrounds and experience come together to learn about civic leadership, engage in meaningful dialogue about important public issues, and collaborate to make a difference in Central Texas. Each September 55 new class members are selected to participate and explore.

If you are interested in Leadership Austin, feel free to email me directly at thom(at)thomsinger(dot)com. I will happily share my experience with the organization. I encourage everyone to apply. I applied three other times and was not selected, but that is because they get so many applications for so few spaces. It was worth the wait!

Click here for the application and more information.

Have A Great Day.

thom
www.thomsinger.com

Why Developing Young Leaders Is Like Forestry

The Austin Leadership Forum (NOT to be confused with Leadership Austin) was treated this morning to an inspirational presentation by Austin attorney, philanthropist and community leader James Parsons. James is a staff attorney for a local judge, and has always been an active supporter of all things Austin. He is a leader in our community, and his imagery filled talk was titled: "Why Developing Young Leaders Is Like Forestry".

I would like to summarize some of James Parson's thoughts for the readers of this blog:

A young tree does not have the stature or power of a century old oak, but that does not make the sapling less important. The fact is that no matter how tall a Redwood grows, it started off small and green. Sometimes community leaders forget this analogy when surveying people. Too often those who lead organizations, companies and cities forget that tomorrow's leaders are the youths that surround them, and that they need to be cultivated and nourished in order to excel.

When thinking of leadership one must have a long term focus. Five or ten years is not enough time for a tree to reach its potential, but with time and proper care a tree will flourish. James showed photos of the mighty oaks that surround the beautiful Texas Capitol building in downtown Austin that were not present in a picture from 1890. Somebody looked beyond the capitol grounds of that era and envisioned the majesty that would be there over a century later if young trees were planted. The same is true with the leaders of tomorrow.... someone has to take the time to let them take root.

Too often the up-and-coming leaders feel that they are not allowed to have a seat at the big kids table. This can be discouraging and derail the future of the individual and the organization. Established leaders must look for those who can be the leaders for tomorrow and give them the mentorship necessary to thrive. Exceptional leaders are not being "tapped" by those at the top, and this needs to change.

Our cowboy-centric society admires the lone-ranger leader who makes it on his own to blaze new trails. However, the reality is not a leader who is an island. A forest is not just a single tree (Eli Manning did not win the Superbowl by himself, it took his team to get the victory) and real success comes from having multiple leaders who can work together toward a goal. People have different strengths and weaknesses, knowing this is what makes a team soar.

Regardless of your community (a company, city, non-profit, etc....) you need to look around at who is running the show today and who is on deck for tomorrow. Does your group embrace age diversity and welcome new faces? If not, why not? Do you have a mentor and do you mentor others?

Make sure that your leadership (and your personal leadership style) is about more than the individual. Plant the seeds today that can be the forest of tomorrow.

Have A Great Day.

thom
www.thomsinger.com

Big Tent Thinkers

I recently met a very ambitious young man at a presentation I gave at a networking breakfast. I admired this guy because he wore his desire to create a better life on his sleeve. He is actively trying to grow his career, and is not shy to tell people about his dreams.

We talked after the presentation and he was interested in introducing me to his supervisor, as he felt that my message of the power of business relationships and networking would inspire others in his organization. I gave him the information about how to hire me as a speaker and looked forward to hearing back from him.

Here is part of the email I received, which did not disappoint me (hey, not everyone is going to hire me to speak at their company)...but it did get me to thinking about how quickly people jump to conclusions and lump others into preconceived categories.

"I spoke with one of the decision makers [in my company]. He said that no matter how good your book is, it is only a one-time presentation that does not have any kind of mentorship.

He said that while someone would be enthusiastic about applying these techniques right after seeing a presentation or reading a book, in a few weeks, if there were few short -term results, most people would quit trying to apply the techniques."

So is he saying that his people should never read business books or listen to motivational presentations? YIKES!!! While I am a huge fan of mentoring and coaching, the most successful business people I know are avid learners who gather information from a variety of resources. Additionally, I do customize follow up and mentoring aspects of my presentation with many of the companies when appropriate (but this guy did not ask that question).

I look at my books and speaking engagements as a collaborative experience with those whom I share information. This manager is very quick to judge and lump all books and live presentations into one bucket. This is the antithesis of the type of win / win networking and long term relationship building that I teach. One has to give, give, give, give before they expect to receive. If we expect everything we do to have an immediate pay off, we will be waiting forever for the results from networking.

Many managers are focused on the transactional side of their business and only want the quick hits of sales. They do not see any value from building long term relationships that do not have guaranteed results (meaning that everyone you network with had better be able to send business or they are a waste of time....YIKES, that is false!). Creating a true referral network takes a long time, and when executives are only rewarded on the short-term hits, networking becomes irrelevant. These are the folks that discredit books and training, as they simply want their people focused on short term sales. Churn and burn, baby!!! It is a numbers game, and nothing else will ever matter.

Of course no one book or presentation will change the world or motivate a sales team to all take lock step action. Yet if individuals don't expose themselves to books, CD's and motivational speakers then they will just be stagnant. I read a ton of books, and while few have changed my life by themselves, the combination of the nearly 400 business books I have read in my life do make me better at every situation I encounter.

True change inside an individual comes from reading, learning, listening, thinking, and growing a little bit at a time. There is no magic pill, it is a lifestyle. It only comes to those who are "Big Tent Thinkers".

A "Big Tent Thinker" is someone who trys to keep an open mind that is always expanding to accept new thoughts and ideas. They do not pre-judge and work hard to avoid putting everyone into a bucket without exploring all the options. The manager I addressed above could have just as easily decided NOT to hire me after learning more about what I bring to the table. Okay, that is fine, not everyone will hire me. But his knee-jerk email shooting down the idea of his subordinate is most likely an indicator that this guy would not know a big tent if it fell on him. He is a small tent thinker, where there is no room inside his tent except for his own ideas. Bummer for him.

As a "Big Tent Thinker" you will not agree or embrace every idea, concept, theory that you run across, but you will always look for ways to find a nugget of knowledge or inspiration from everyone and everything. While this takes effort, it also creates opportunity. I have known many successful business people who seek to find way be inclusive before being exclusive. This leads to greatness.

Have A Great Day.

thom
www.thomsinger.com

Is Leadership Really Rare?

I never see companies complaining that they have too many great leaders in their organization.

The 50 Who Matter Now

The cover story of the July 2007 Business 2.o Magazine is "The 50 Who Matter Now", a list of the top 50 most influential people in the technology world (okay, some are companies or industries, as ever since Time Magazine named "You" the person of the year, such generalizations are all the rage). And lets face it, those who matter in tech matter to all of us.

As I read through this conglomeration of important names (some whom I had heard of - others I had not) I kept pondering how cool it would be to be in the same room with all these folks. It would be the networking event to end all networking events. The term "Power Networking" would show this party as an example on the web pages of Jimmy Wales' (number thirteen) Wikipedia.

Imagine for a moment finding yourself as the 51st person in the room of a classic grand old hotel ball room, having the chance to network with those who are changing the future over wine, cheese and some fancy salmon dinner.

What would you ask Steve Jobs (number two) or Fake Steve Jobs (number thirty-seven)? Would your conversation with Richard Branson (number thirty-three) warrant his sending you a handwritten follow up note? Could you and Jeff Bezos (number twelve) develop a mutually beneficial friendship that would lead to future business opportunities? Or would he at least send you a free Amazon.com gift certificate?

This fictional, yet amazing, dinner party would in itself change the world, as I believe that when true visionaries are put together, anything can happen (and usually does).

Here is the list of Business 2.0's 50 Who Matter Now:

1. Eric Schmidt, Larry Page, and Sergey Brin, CEO and co-founders, Google

2. Steve Jobs, Co-founder and CEO, Apple

3. Private Equity, The new Masters of the Universe

4. Michael Moritz, Managing director, Sequoia Capital

5. Paul Jacobs, CEO, Qualcomm

6. Rupert Murdoch, CEO, Newscorp

7. Susan Decker, Executive vice president, Yahoo!

8. Arnold Schwarzenegger, Governor, California

9. John Chambers, CEO, Cisco

10. Katsuaki Watanabe, President, Toyota

11. Brian McAndrews, CEO, aQuantive

12. Jeff Bezos, CEO, Amazon

13. Jimmy Wales, Founder Wikipedia

14. Mark Hurd, CEO and president, Hewlett-Packard

15. Bruce Chizen, CEO, Adobe

16. Barry Diller, CEO IAC/InterActiveCorp

17. Robin L, Co-founder and CEO, Baidu.com

18. Agile Software Development, A new appraoch to Web-based code

19. Martin Eberhard, Co-founder and CEO Tesla Motors

20. Shigeru Miyamoto, Senior managing director, Nintendo

21. Randall Stephenson, Chairman and CEO, AT&T

22. Michael Arrington, Founder, TechCrunch

23. Min Kao, Co-founder and CEO, Garmin

24. Tony Fadell, Senior vice-president, Apple

25. Philip Rosedale, Founder and CEO, Linden Labs

26. Tom Cogan, Chief project engineer, Boeing

27. Janus Friis and Niklas Zennstrom, Co-founders, Skype and Joost

28. Reed Hundt, Vice chairman, Frontline Wireless

29. Nicholas Negroponte, Chairman, One Laptop Per Child

30. Charles Phillips, President, Oracle

31. Mukesh Ambani and Anil Ambani, Chairman Reliance Industries and chairman, Reliance ADA Group

32. Indra Nooyi, CEO, PepsiCo

33. Richard Branson, Founder, Virgin Group

34. Mark Zuckerberg, Founder and CEO, Facebook

35. Howard Draft, Chairman and CEO DraftFCB

36. Kevin Walsh, Managing director of renewable energy, GE Energy Financial Services

37. Fake Steve Jobs, Author, Secret Diary of Steve Jobs

38. Arianna Huffington, Co-founder, Huffington Post

39. John Edmond, Co-founder, Cree

40. Sam Zell, Real estate magnate and media kingpin

41. Tim O'Reilly, Founder and CEO, O'Reilly Media

42. Doug Melton, Co-director, Harvard Stem Cell Institute

43. Elon Musk, Bleeding-edge entrepreneur

44. Evan Williams, Founder, Twitter

45. You, Web-enabled mass participation

46. Paul Graham, Founding partner, Y Combinator

47. Ed Iacobucci and Vern Raburn, CEO, DayJet and CEO, Eclipse Aviation

48. Gina Bianchini, CEO, Ning

49. Jason Calacanis, CEO, Mahalo

50. Jay Adelson, Chariman and CEO, Digg and Revision3

So if you and I cannot get invited to this party, we need to be on the look out for others who have the vision and the ability to influence change or to do it ourselves. Seek out dynamic people and learn from them. Help them achieve their ideas that are transforming the world of business, and share in the glory of accomplishment.

One side note, as the father of two highly spirited daughters, I am sad to see so few women on this list of those who inspire and motivate. By the time my kids are grown, I hope that that will have changed!!!

Have A Great Day.

Entrepreneur's Are All Winners

The entrepreneurial spirit is alive and well in Austin, Texas. Last night was the 2007 Ernst & Young Entrepreneur of the Year Awards. While an international event in all major cities, locally the ceremony is the biggest night of the year in Austin. The business community looks forward to this spectacular black tie evening, and over 700 people annually fill the grand ball room of the Renaissance Hotel for a night of power networking and celebration.

Awards were given to:

Bill Imhoff - Intertech Flooring (Community Impact Award)

Pat Condon, Dirk Elmendorf, Lanham Napier & Graham Weston - Rackspace Managed Hosting

Jeff Zeigler - TechTurn

Bill Bayless - American Campus Communities

and

Steven Jackobs - Capital IDEA (Social Entrepreneur of the Year)

The festivities continued until the wee hours of the morning. For the past twelve years the lawyers at Andrews Kurth LLP host the "After Party" (this party was originated by the corporate lawyers at Brobeck, Phleger and Harrison. Full disclosure, I was once the marketing and business development director at Broceck and then at Andrews Kurth, and was in charge of planning the "After Party" for four years!).

Nearly 500 people cross the street following the banquet to dance and socialize at PF Chang's Restaurant. It makes the evening like the Academy Awards (Going to the ceremony is nice, but the real party takes place later at Spago!) There were still over 100 people eating gourmet mini-cupcakes and drinking wine when I left at 1 AM. I am sure there are many people in Austin who were late to work today!!!

Have A Great Day!

thom
www.thomsinger.com

***You can purchase my books, Some Assembly Required and The ABC's of Networking at Amazon.com. Thank you!!!

Also, please take the FREE online Networking Quotient Quiz at www.nqquiz.com.

Point Out People's Strengths

Leadership guru, John Maxwell, and relationship expert, Les Parrott have a great book called "25 Ways To Win With People". It is a fast read, and full of amazing advice on how to better relate to those whom you encounter on the journey of your life. Nobody excels in a vacuum, and thus the better you can get along with others, the more success you will discover.

Lesson number 23 is my favorite: "Point Out People's Strengths". So often we encounter folks who are quick to criticize. They will gladly talk about all the mistakes and shortcomings of others. However, rarely do these people praise others for what makes them phenomenal.

On page 154 they say "The self-proclaimed 'experts' who spend their time telling others what's wrong with them never win with people. Most people simply avoid them". This is true. If you are always finding fault, opportunities will be missed. People do business with people they know, like and trust. If they do not like you (and do not trust you to support them), they will take their business and their friendship elsewhere.

Rather than being a "naysayer".....go out of your way to encourage the goals and dreams of other people. Praise them. Tell others about what makes them special. Lift them up. Support them. Do what you can to help them find success.

Do not be jealous or petty. Life is not a zero sum game. There is abundance for everyone, and when focus on the good in others, they will reflect it back to you like a mirror.

I know people who have a knee-jerk reaction to criticize. I see them as jerks.

I know other people who wear their love on the surface. I love these people.

Hmmmmmm, maybe there is a connection.

Have A Great Day.

thom
thom@thomsinger.com

****PS - If you have not yet seen my new book, "The ABC's of Networking"....please check it out at Amazon.com. It is a short book of essays that will help you focus on ways to enhance your networking efforts. I would appreciate it if you would purchase a copy, or two! Tell a friend.