Blog
What Game are You Playing? (WT543)
This week I was privileged to attend Part 1 of Simon Sinek’s leadership training series, based on his book The Infinite Game. Do you know the difference between a finite game and an infinite game? I confess, I didn’t know the difference and it seems I’m not alone. According to Sinek, “leaders don’t know the game they’re in”. A finite game is a game that has a winner. It also has rules and known players and competitors. An infinite game has known and unknown players. Its rules are changeable and the objective is to stay in the game, not to beat your opponent. Examples of infinite games...
Teamwork is Everywhere (WT542)
The other morning we were on a deadline to get packed up and get moving. Checkout time at the caravan park was 10am. As I looked around the park, I noticed many of the other campers were also scurrying around to pack up and vacate on time. As I watched (while I packed up of course), I started thinking about teamwork. Teamwork is everywhere. Ross and I have our jobs. He takes care of the outside and I take care of the inside. I was intrigued to watch the other husband and wife teams as they appeared to have their specific jobs too. A well functioning or high performing team consists of team...
Put Your Big Girl Pants On (WT439)
Years ago, I was mentored by the fabulous Mitch Axelrod. Mitch wrote the book, “The New Game of Selling” and was teaching me how to conduct a sales call. He had an amazing philosophy and system that completely resonated with me; “look for the highest and best outcome for all,” he said, including me. As all great coaches and mentors, Mitch wasn’t just interested in teaching me the information. He wanted to see me put it into action. I had a sales call booked that very day. Mitch made me practice asking the questions. I could do it with Mitch but I was terrified to put it into...
Let Me Finish (WT541)
This week we’ve been driving back up the coast of New South Wales and celebrating having the borders reopen. As I was driving, I received a call from a representative of a hotel group who was keen to reinstate my membership. (Hands free), I complimented him on his opening script. It was very well crafted, even though I knew what was coming. “Hear me out”, he said. “I want to let you know about all the new properties and brands we have added to our group.” He then went on to list a heap of hotel chains that I have no interest in or intention of staying at. When I politely told him I was...
Let Them Fight (WT540)
I find it really interesting that themes seem to emerge from time to time. The past few weeks I have had discussions with my legends about the challenging times they are experiencing with their management teams. “We are not aligned Shirl.” “We’re not on the same page.” “All we seem to do is fight.” My reaction is to get excited. “Let them fight.” “Get excited when your teams are fighting.” “Why?” “Because, number one, it means they are engaged and number two, you can’t get to be a high performing team unless you go through what we call The Team Development Wheel.” The Team Development Wheel...
Sharpen Your Brain (WT512)
You might be familiar with Steven Covey’s book, “The 7 Habits of Highly Successful People”. In the book, he talks about the concept of “Sharpening the Saw”. His metaphor is that if you were to spend 8 hours cutting down trees, he invest 6 hours sharpening the saw. Don’t quote me on the exact numbers, it has been a while since I read the book. The point is, he would invest the time in making sure his tools were in tip top condition to be able to do the job easily, quickly and efficiently which would ultimately produce more result. The same can be said for us. We need to make sure our...
Understand the “No” (WT539)
If you’re like me, I’m guessing you don’t like to hear the word “No” when you make a request. In fact, I don’t know too many people who do, unless of course, they have read “Go For No” by Richard Fenton and Andrea Waltz, but that’s a whole other Weekly Thought. Today, I want to focus on understanding what’s behind the “No”. Salespeople are taught to keep questioning until they understand the reason for the “No” and then, if they can, help the prospective customer overcome their objection, to make the sale. I’m intrigued that we don’t do this with our employees. For most of us, we simply get...
You Don’t Have to Do It – Why Do You Do It? (WT538)
Sitting at my computer, on a deadline to write this week’s thought, I looked to Ross for inspiration. “What can I write about this week?” I asked. “Why don’t you write about the Weekly Thoughts”, he replied. “What do you mean?” “Well, you don’t have to do them, you know.” I was aghast. “Of course, I have to do them.” “Why? Nobody is making you.” Whoa! That was confronting. It is true. Nobody is making me write these thoughts nor have they for the past 10 years. “Why do I do it?” I wondered to myself, which then led to even deeper questions, “Why do we do anything?” “What motivates us to do...
Don’t Let Them Leave Without Paying (WT537)
You might think that the title of today’s weekly thought is about people stealing. It’s not. Last weekend we went for a ride on our motorbike and came across a great little community market. Across the road from the market was an historic railway and to our delight the trains were running that weekend. The next train ride was scheduled to leave in an hour. We hadn’t had lunch and we were only about 10-15 minutes ride away from where we were staying, so we asked the cashier if we could buy a ticket and come back. “No. It’s first on, first served and when the train is full, that’s it.” “What...
What Did You Used To Do? (WT 536)
Catching up with one of my legends over the past couple of weeks, he was sharing what he did over the weekend. Finding himself with some time to himself he decided to go for a drive and a bushwalk. He ended up sitting by the ocean at the end of the walk and as he sat, almost meditatively looking out over the ocean towards the horizon, he became aware of all the things “he used to do”. These were things that he used to enjoy, like bushwalking and playing sport. As he sat and pondered on this, he wondered why he had stopped doing the things he loved to do. It’s a great question. What did you...