July 17, 2006

Help Yourself


It’s almost 2am in the morning, five minuites more actually. I’m not suffering from amnesia, once I close this laptop i’ll be gone in less than 60seconds. What keeps me awake is my passion! My desire to see you improve, to see you grow, to affect you positively, to be your partner in success, yes -you!

It has been a great weekend for me, I was in Ife on saturday, I had a speaking engagement in two places, will be back there again next week, Ilorin the upper week and so on. Just yesterday (Sunday), I heard 4 deep thank you’s. They were deeply refreshing. I felt great joy when a complete stranger approached me and said, “I applied what you told us 3 weeks ago, and I have a job now!” I love to live life deeply and have no fear of death!

However, in as much as there are people with genuine interests in helping others, you must help yourself! The world meets nobody half way! No living human being has two heads, we all have one, and are all qualified for the futures that we desire. You have the responsibility of setting your life vision and following through with it. You can’t stay idle, you can’t just go to sleep. There is no vacuum in reality, everyday counts for or against you. The farm that is left idle soon grows weeds, the life that is idle, literally worsens. One year more, is one year less. Excellence is not an event, it’s a habit. What 2-3 things do you do everyday that will take you in the direction of your vision?
“Hell begins on the day when God grants us a clear vision of all that we might have achieved, of all the gifts which we have wasted, of all that we might have done which we did not do” -Gian Carlo Menotti

I remember a story I love to tell, the story of the stray horse. This horse wandered far away from home. It went to a place where, neither it nor it’s owner was known. Some small children saw it around and tried to move close, perhaps the name of the owner was written somewhere on it. Unfortunately, it was not. Horses were expensive back in those days, in fact they were the units of wealth. Very rich meant very many horses. These children were pondering what to do with the stray horse, when their father came out of the house. The children narrated their ordeal to their dad, “the horse was stray and unlabelled, it just has to be kept until someone finds it”. The father felt differently, he asked that they get him a rope, that he would take the horse to it’s home. The children wondered what majic their father had in mind.

In a short while the rope was tied on the horses neck, and man and horse strolled together. Initially the man was ahead, after a while he withdrew to the sides, holding the rope lightly. The horse will stray into the bush at times to eat some grass, the man will tug the rope a bit, and the horse will move back on course. The horse moved, the man moved, a little tug here and there, the journey lasted for 2hrs. After two hours a man ran out of a particular house and shouted, “thank you, thank you, how did you know it was my horse, I had lost hope on it?” The man answered him and said, “I didn’t know it was your house, I only guided it and it lead me to its home”.

Nobody can guide you to a home you don’t know. We can guide, we can’t show you there. Take a pen right now, and write it down -Where do you want to be 5 years from now? Write it down, say it out. Set your sails, then the winds will favour you. People will remember you when the opportunity they know you need comes up. Write it down, make it plain, let it be what motivates you. Don’t go with the flow, the river ends in a waterfall. Paddle yourself to your desired end. Help yourself!

“People travel to wonder at the height of mountains, at the huge waves of the sea, at the long courses of rivers, at the vast compass of the ocean, at the circular motion of the stars; and they pass by themselves without wondering.” — St. Augustine

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July 17, 2006

Selling 001


Wether you like it or not, you will have to learn how to sell! Selling is an important skill that is useful to whatever it is you desire to become in life. If you read the first article on becoming a star, you will remember that the first thing you need to do after discovering your ultimate desire is to analyse your skill requirements. Selling is a skill that is very essential. The first commodity you’ll learn to sell upon coming into the labour market, is yourself!

Knowing how to sell is crucial in getting your dream job, securing your promotion, closing a business deal, pushing your ideas or even getting a good wife. I have done a full day training on selling for people before and they wondered why they were never taught to sell back in school. It’s so interesting that a skill of this much value is completely left out of the school curriculum. Get it straight, you need to know how to sell, then you need to go out and put it to practice.

Over time, selling had been imagined to be an art. You either had it or didn’t. People believed that being a good sales woman or man was based on temperament. The smooth talking sanguines will do better than the melacholic melancholies, how untrue. In looking critically at the art of selling used by people ranked as exceptional sales men, some science was discovered. There is a way to sell, there is a process, there are steps and the art can be distilled down into a science which can be taught.

To understand selling, it will be good to understand another skill that is a close colleague of selling. It’s a skill we all use as well, it’s the skill of “buying”. By studing the behaviour of the buyer, which we all fall into at one time or the other, we can gain a deeper understanding of the key principles for selling. Please be certain that a full course on Selling can take as much as 3 full days.
The question that unviels the steps that should govern your sales process is, “why will a buyer buy?” In years of studying the thinking process of buyers (you inclusive), it was discovered that there are 5 reasons why a buyer will buy any product. You can put any product in these reasons, and you’ll discover that the reasons are absolutely correct. The buyer will not buy for one of the reasons, all are critical to making this decision. In order to have fun with this, I prefer to use the example of asking a lady out. Why will a buyer buy? Why will the employer say yes? Why will the lady say yes? Why will your boss say yes?

The buyer will buy if

1. he sees that the seller demonstrates an understanding of his or her present situation

2. the sellers proposal is practical

3. he understand how the sellers idea/product/service works

4. the benefits are clear and

5. the next steps of action are easy.

In every sales encounter, success is greatly enhanced depending on how well your sales pitch is delivered. The five questions above form not only the content of your sales presentation, but even the order of your presentation. Mastery of this is developed over time by practice and by experience.

Let’s use getting to ask a lady out as an example – Just for humour. First you need to understand the person situation before you can demonstrate your understanding. Lets assume you are both in the same school and she has been having a lot of male disturbance. You walk up to her, and

Guy: How are you linda, you’ve been looking quite distant lately, is everything okay? I observed that as soon as the class is over, you simply pack your books and go, you don’t wait to chat with people anymore, hope it’s not that people were beginning to take you for granted and make silly assumptions? (1-Demonstrates understanding of situation)
Girl: You are very observant, actually, people were beginning to make assumptions. (smiles that smile that says it all)

Guy: Wow, Guys!!! Well can’t blame them, the girl is good (chuckle) but you know, I don’t think it pays you not to be active in class because of these. I think if you act close to just one person, everybody will get an idea and buzz off, that way you can still make the most of the class discussions. (2. The practical proposal- remember win-win)

Girl: How will that work? (if you did a good job with step 2, the buyer will ask for step 3)

Guy: Quite easy, you and I will read together, chat together, and generally create the we are close idea, no strings attached, no serious favours, just do all we have always done, only this time around, sufficient to ward off unneccesary assumptions. I’ll wait for you….( fill in the blanks)

Girl: (Thinking, does this pay me? Every buyer asks that)

Guy: The benefit of this is that you’ll be able to maintain your friendships, your academics will improve, you’ll be able to light up in class and fully participate, and who knows, we might get to like each other- (laughs loud- she tries to hit him) Girl: you ke?

Guy: …(continues) it will really help you, its not nice the way you’ve been looking harrassed in the past few days.(4. Clarifies the benefits)
Girl: (thinking…hmmm, not bad, whats the next step)

Guy: I think we should start right away. Essentially, I walk you to your hostel regularly, we make sure we are each in class together, I’m generally around, we keep it up and see how it goes. If you fall in love with me, I won’t find it funny (both laugh-hahahahah) (5. easy next steps)

This entire article is just one element of one of the critical success factors in selling, master it, and keep searching for more. Rome was not built in a day.

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July 14, 2006

Rules vs. Principles


A good deal of organizations are goverened by rules. The Personnel department is the police in charge of communicating the rules and or catching defaulters. Thou shalt not this, thou shalt not that. Don’t mind me, they may not sound quite as old as that, but there are words that get used in the office environment and everybody keeps quiet – e.g. “policy”.

For example, you have a visitor, the visitor is sitting in the reception area, and just before you go over to invite her in to join you for lunch in the company cafeteria, you stop by your HR/Admin/Personnel managers table to confirm, and she/he tells you, “No, you can’t do that, that’s against our policy.” Does that sound familiar? Or you want a somone to referee you for your masters degree, you don’t want to leave the company yet (you know?), they just want someone to agree you do what you said you do. HR finds out, and it’s once again “not in line with policy”. Or is it overtime? Per Diem? Out of station allowance? e.t.c? The standard resonse is “Go and check your employee Hand (should have Been -RULE)book. I’m not saying these things are right, or should be practiced in every organization, just follow me. These are examples of rules, how do you know it’s a rule? If someone needs to tell you what gives or what holds, it’s a rule. The reasons are not clear or needed, the word “policy” settles it.

How are principles different? What characteristics show that an organization is principle based. I’m not talking about lip service, every organization pays some level of lip service or the other to being principle based. A truely principle based organization places more emphasis on key values and resulting principles that govern how business will be done. These values and principles are clearly communicated to all employees, in such a way that they become the basis for making decisions. Let’s take for example an organization that says one of it’s values is ownership. An example of a principle that can emmanate from this is, “We all behave like owners of the business”. With a principle like this in place, an employee can answer each of the questions he needs a policy to answer by simply asking, what would I have done, if the business was mine! If I turn the tables, will I sign to guarantee my employee to go for a masters when that masters is doom for my business? Will I allow my direct report to invite his visitor into the cafeteria and spend the time we pay him for? Are these things good business ownership traits? Or do the circumstances that surround today make it clear that it is indeed better for him to take his visitor in?

The problem with rules are they are constant, irrespective of the situation or intents. This means that it’s the same tool applied to issues that may be have different intents. This makes the results different and unpredicatable. While principles on the other hand address the objective and values of the organization. The principled approach looks at the issue from different angles while maintaining the integrity of the desired results. With this approach the tool can change depending on the intents, and the results can be consistently predictable. Organizational results are likely to be consistently better if we use principles rather than rules.

Yeah…go ahead and blame HR! But before you get too engrossed, realize that you are the HR manager to everybody you manage. So rather than point the one finger out, look at what the other fingers are doing? Do you manage by rules or by principles? Do you manage by processes or by objectives? How about your life, do you follow rules or do you have principles and deep seated values?

Have you ever heard of the potato model?

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July 12, 2006

Stay Fresh


Once upon a time, the Japanese leaders wanted to eat fresh fish. They had eaten frozen fish up to the point that they were almost growing fresh fish from their heads, and they got bored of frozen fish. They longed for the taste of fish that was fresh from the seas. They longed for those good old days on the sea.

So they instructed their fishermen, please don’t freeze the fish, we want to eat them fresh! The fishermen went on a fish harvest, they caught the fish, killed them kept them in the ship and hurried back to mainland. The leaders tasted the fish, and shook their heads in disagreement, these did not quite taste like the memories they had. The fishermen had to try again. Continue reading

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July 11, 2006

Think Win-Win


“Free is a Mirage”-Adeolu Akinyemi

I don’t know where we got it from, but we love free things in this side of the world. We want gifts, we want unmerited favour, we want to get great Jobs, we want companies to sponsor our programs, we want people to show us affection, we want yearly promotions, we want to advance in our careers, to suddenly become better people, ALL FOR FREE!!!

If it’s a free seminar, 500 people can apply with 3 days notice! Believe me, I know from experience. We all love and enjoy the idea of getting something without paying for it. It has lured us to believe that great things come without a price…Don’t be caught in this belief, free is a mirage!

Every good and worthwhile thing you will get in this life, will cost you! The reason you are where you are today, is because that is what you have paid the price for. You need to give up to go up! The reason why companies will not support your program is because when they tune in to Wii-fm (Whats in it for me) they don’t get any signals. The reason your promotion is not coming is because your contribution is not making your boss considered for his next promotion, he/she has asked himself what value you are adding to his/her progress, and he cannot put his/her finger on it. The reason why that guy is showing you affection is not unconnected with what he believes he’ll get. The reason that other one is not, is because there is nothing you are doing that deserves attention. See, it’s simple as A-B-C, there is no free lunch. You need to pay a price for anything you want, or take it on credit. Free is a mirage. What you didn’t earn won’t last.

The difference between wishes and desires is that wishes place no responsibilities on you, they are free, they don’t have price tags. Desires however require a price. All your aspirations are mere wishes until you are willing to look critically at the price and negotiate for it.

We all love good things, all wish that things get better, but if wishes were horses beggers will ride. Many wish, few desire! All of us are willing to live in mansions, drive flashy cars, paint the town red and live large, but how many of us are willing to work hard, stay committed to our vision, wage through the waters of struggle, climb up the slopy sloppy mountains in pursuit of what only we see? How many of us are willing to brave insanity, form deafness, see things and proclaim waters in the desert? It’s not free my friend, growth has a price!

Start thinking win-win, how can I add value to the person I want to learn from? How can I secure a promotion for my boss? How can I propagate the gospel of the company that wants to support me? What am I doing today that makes me deserve what I desire? Let’s change our orientation, look at everything you are getting for free today, and start paying a price for them in cash or in kind. You’ll be shocked at how you’ll grow, at how the doors will fling open, at how you’ll advance. Your key to progress is seeking win win options with whoever has your next step around them? Check this out, even the God of the universe only hears prayers that have to do with His Will (Win). Since your prayer is supposed to be your win, even prayer needs to be win-win.

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July 11, 2006

Vacancy


“Jobs are not scarce, good people are!”

I’m certain that this statement sounds like a falacy to many of the people being churned out from schools in Nigeria and some other parts of the world where unemployment is real. The supply of graduates and wannabe workers are more than their demand, hence the price of getting candidates has dropped, and the scarcity is of good jobs. This seems the logical sequence. I however, have come to discover otherwise! Continue reading

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July 10, 2006

Becoming A Star-2


“If we all did what we knew we should do, we would all live better lives.” Adeolu Akinyemi

I believe that all of us understand most of the basic things about life, and all of us fall short of applying what we know fully. I guess, he that knows what he ought to do and does it not is human :) . We call it common sense, it’s unfortunate that it’s not as common.

Many of us get so carried away by the tide of life, the hustle and bustle of our towns, the noice and the crowds. The days move so fast, the clock is out of sight, time flies. We get so busy and so chocked up that we don’t have time to even apply the things we know. The first step into becoming that STAR is to STOP!

STOP!!!

When was the last time you saw the moon? When was the last time you listened to a bird sing, when was the last time you took a pause and admired the beauty of nature? When was the last time you paused, when was the last time you stopped! Isaac Newton a renown physicist is quoted as stating in his first law that, “a body will continue in a state of rest or motion except an external force makes it do otherwise”. This law has many implications, but the one of note today is that it requires a force to start, and a force to stop. It is not something that happens naturally, it needs to be forced. By all means stop, look for a good time and rest. Relax! You’ll be amazed at how much ideas your mind is capable of, STOP!

I have a friend who usually seems amazed at some of the things I say at times. He is a successful friend, he presently lives and works in the UK. He is also very bright. We practically grew up together. From time to time when we talk, he’ll ask me, “When did you have time to think about these things?” That question usually amazed me, until I realized lately, that we don’t all take time out to think. So, the next step is to THINK!

THIMK!

Yeah, the mistake was deliberate. It makes you spend a little longer looking at the word. You need to spend quality time thinking. It’s a great man/woman in the making who has the ability to stay alone in a room and think! All great men are great thinkers. Ideas don’t drop into idle minds, they are the products of actively engaged minds. You’ll be stunned how many unscientific quotes are attributed to Albert Einstein. A great mind stops, and then thinks. Do you know how to think? Don’t think that’s a stupid question, thinking requires know how.

If you’ve crossed the second hurdle and you venture to think, don’t stop there. Great thoughts require great action to bring them to pass. You need to ACT! “Responsibility is the price of greatness”- Winston Churchill

ACT!

The code word is MALT – More Action Less Talk! When you build your castles in the air, it’s action that you need to put the foundations under. Don’t brandish your great thoughts, act on them. When you stop to think, the product must be Action. There once was a great man, who never acted out his great thoughts, do you know his name? I bet you don’t, neither do I.

In order to make the process self developing, Stop, Think Act, and ofcourse REVIEW!

Never take your present level as the ultimate. Never settle for less than the best. Put yourself into the cycle of continous improvement. Stop.Think.Act.Review. Stop.Think.Act. Review. Keep going on and don’t stop. Don’t waste time comparing yourself, your real competition is you. Before you know it, you’ll be there…far enough from the average, bright enough to shine, way up in the clouds. You’ll be a STAR! You have the makings already, just STOP, THINK, ACT, and REVIEW. Head for the skies, the ground is too crowded.

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July 7, 2006

Experience


“Experience is what you get after you needed it most” -Unknown

One of the most inspiring statements I have heard about the use of the past is this, “Learn the lessons and forget the details”. I have also heard things like, “Experience is the best teacher”, “Experience is a costly teacher, but a fool will learn by no other” and statements like, “it’s the experience and wisdom of others that the old man uses to pose as wise”. These are all statements that in their own ways place value on experience.

There are three principles that govern the study of history.

1. Things are the way they are, because they got that way.

2. Those that don’t know history are destined to repeat it.

3. Not knowing the things that happened before you were born, makes you forever a child.

History, experience or the past, holds a well of knowledge. The past is past, but the past must leave the present better, else the past is likely to be repeated. We must decide to learn from our experiences, to improve ourselves and the world around us based on what we have been through.

A fundamental difference between school and life is that in school, the test comes after the lesson, but in life, the lessons come after the test.

In school we pass or fail the test, in life we succeed or gain experience, we never fail!

In this day and age, where every employer wants to recruit experienced people, where investors want experienced business men, we must take our lives a bit more seriously. We must venture more, try more, do more, and learn as we grow. Expand your horizons, a man who has the same view of the world as he did 20yrs ago, has wasted 20yrs of his life. Experience is not experience because we were paid for it, experience is experience because we did it.

He that grabs a cat by the tail, learns a lesson he can learn no other way. – Mark Twain

Don’t let fear rob you of choice experiences, to try and not succeed places you far above those timid souls who know neither success nor failure because they never tried. Step into the shoes of successful people ahead of you. Step into the shoes of Thomas Edison, the father of Electricity, who discovered 1000+ ways of not making light bulb. Step into the shoes of Thomas Watson (MD-IBM) who said,” to increase my success rate, I double my failure rate.” Step into the shoes of Micheal Jordan, who said, “I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.”

Experience is not what happens to a man, it’s what a man does with what happens to him. – Aldous Huxley

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