FREE CD side In side
Influence How to Win with the Power of Influence
Martina Navratilova
Warren Buffett, Mark Cuban, Kim Kardashian, and d Bill Gates an Nicole Kidman
has Everyone has the Heart of a Champion
Fire Up
What They’re Reading
Your Sales Team!
This Summer
DAVID HEYMAN The Magic Behind Harry Potter
AMAZ AMA ZON KINDLE ZAPPOS What’s What’ s Next, Jeff Bezos? SUCCESS.com August 201 2011
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FOR FRANCHISE INFORMATION, INFORMATION, GO TO JIMMYJOHNS.COM OR CALL 800.546.6904 *Figures reflect averages for seventeen (17) affiliate-owned restaurants that opened before January 1, 2006 as published in Item 19 of our April 2011 Franchise Disclosure Document. These averages are based on a 52-week annual period from December 30, 2009 through December 28, 2010. Of these seventeen (17) restaurants, 7 (41%) had higher gross sa les, 10 (59%) had higher food and paper costs and 8 (47%) had higher net profit during the reported period. The financial performance representation contained in Item 19 of our April 2011 Franchise Disclosure Document also includes (1) average system-wide gross sales, average franchise gross sa les, and the number and percentage of restaurants exceeding these averages during the referenced period and (2) average gross sales, average food and paper cost, and average net profit information during the referenced period for affiliate-owned restaurants that were opened after January 1, 2006 and before January 1, 2010. A new franchisee’s results may differ from the represented performance. There is no assurance that you will do as well and you must accept that risk. This offering is made by prospectus only.
AUGUST 201 2011 1
On the Cover
44 Change Agent Jeff Bezos has revolutionized retail and is shaking up publishing. And as Amazon.com takes to the the cloud, he’s far from finished. by John H. Ostdick
e n i l t u O s i b r o C / e s e i l g u P e o J : r e v o C ; s s e r P d e t a i c o s s A / s r e g o R y d n A : s t n e t n o C f o e l b a T
Contents
66
40
David Heyman
Thought Leader A book changed Orison Swett Marden’s life, and as a result, his own works have influenced the lives of countless individuals—including this author’s. by Jeffrey Gitomer 52
Spheres of Influence Each of us is influential in ways we don’t even realize—with positive and negative results. Are you using your power for good or for evil? by Jennifer Reed 60
Changing the World
s s e r P d e t a i c o s s A / n a y R l e o J
72
Summer Reading
Jane Goodall pioneered a new approach to studying primates. Now, she’s focused on humans—inspiring young people to change the world. by Sally Deneen 66
Making Magic Producer David Heyman knew he was onto something while reading his first Harry Potter script. He did not know that “something” would become a worldwide phenomenon.
60
Jane Goodall
by Amy Anderson 72
Summer Reading e n i l t u O s i b r o C / d n a l l o H n i b o R
2 SUCCESS AUGUST 2011
We’ve checked with the A-Listers to get their summer reading lists. So take a tip from them, put away your potboilers and feed your brain. by Mary Vinnedge and Amy Anderson
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Well-Being
President Ronald Reagan
22 A Healthy YOU We all make mistakes, and that’s why it’s important to be able to make YOU turns to get back on track. by Drs. Mehmet Oz and Michael Roizen
In Every Issue 6 Up Front
Publisher’s Letter, Letters, Online Exclusives
11 Starting Points for Achievers
by Erin Casey, with Mike Zimmerman, Nina Smith, Brandy Jules and K. Shelby Skrhak
18 Maximum Leadership
Are you a player or a pretender? Examine your motives and your actions, and find out how to make some positive changes. by John C. Maxwell
Relationships
e n i l t u O s i b r o C / l l i e N ’ O l e a h c i M
Business 26 How To Fire up your sales team with these tips from the pros.. by Emma Johnson
30 From the Corner Office Richard Robinson steered his father’s company, Scholastic Inc., toward world leadership in children’s book publishing. How did he do it?
24 SUCCESS for Teens Help your teen understand the importance of good habits in creating a lifetime of success. by David Lee
20 Make It Happen
How to maximize your effectiveness? Focus on what you do—and do well— and ask for help when and where you need it. by Mel Robbins
36 Your Personal Best
Track star Louis Zamperini’s greatest feat was not a world record, but surviving a World War II prison camp with spirit unbroken. What can we learn from him? by Tom Horn
Giving Back 78 Making a Difference Martina Navratilova uses sport for good—whether she’s climbing a mountain to prove there’s life after breast cancer, or raising money for youth athletic programs.
80 Profiles in Greatness
During tumultuous times, President Ronald Reagan saw opportunities in challenges. In communicating his optimism, he inspired the nation to greatness. by Deborah Huso
SUCCESS Resources
by Don Yaeger
84 Tech Tools
by John H. Ostdick
34 1-on-1 Are you under the influence? Robert Cialdini would say yes—we all are. An expert in the science of influence, he offers tips on being more influential.
. c n I , c i t s a l o h c S f o y s e t r u o C
by Karyn Reagan
30
Scholastic Inc. 4 SUCCESS
AUGUST
2011
Gadgets to make fitness fun by Brandy Jules
86 On the Bookshelf
Books to help you create longlasting and profitable bonds with customers
88 Action Plan
78
Martina Navratilova
Your guide to applying what you’ve learned in SUCCESS s i b r o C / n o i t c e l l o C h c s t u e D n o t l u H
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You Ar Are e In�uential …For …F or Better or Worse Worse
Wh at do Jes us Ch What Chri ri st, Charles Darwin, Adolf Hitler, Martin Luther King Jr. a nd Vl ad i mi r L en i n have in common? Each is deemed one of the 100 Most Influential Persons in History in History in Michael Hart’s 1978 book. Interesting, isn’t it? You don’t ha have ve to li like ke what their influence was what or what they influenced people to do—that’s beside the point, and well, also the point. Each of g i d these people influenced n i K millions of others to do n o s a J as they envisioned and © directed. The key point is: Influence is powerful, and the same qualities and charisma that can inf luence people toward human enlightenment can also be used to influence people to destruction and great inhumanity. Ano th ther er vi ta l un under der st an andi di ng of in flue nc ncee is is:: You don’t have to be standing on a mountaintop speaking profound parables or pumping your fists on a lectern while shouting madly into a microphone in front of legions of people to be influential. It is crucially important to know that we are all, at all times, influencing people and the environment around us.
We are all, at all times, in�uencing people and the environment around us.
6 SUCCESS AUGUST
011
We are energeti energeticc beings. beings. As s we enter every room, mix with h any group or converse with o m e f r r o M o r e any other living being, a t o g a s b l o h i s n o n we are either bringing e e r r o m c. c o D a r S S U C C E S S t . y d d r a enlightenment or we H n e e n a D a r r r e h D a r r r e t t h i w are darkening the world t t c e d y F a n C o n n e n H a r d e r r r a D / around us. m o e b o o k c. c o F a c e Addit iona ionally, lly, we come to understand ourselves by connection and contrast with ith other human beings. You are either providing the contrast of positive potential—the elevated status of who they could become—or providing the temptation for them to surrender to their own human frailty. This means your influence is truly life-changing. As you have probabl probablyy gathered by now, this issue of SUCCESS is SUCCESS is focused on influence—how to gain it and how to use it… for good. In this issue we will further explore the ways each of us exerts either positive or negative influence—and we will ask you “Are You Using Your Yo ur Power Power for for Good Good or or Evil?” (pag (pagee 52). 52). Speaking of influence, I am often asked what has been my most favorite interview of the hundreds I have done with some of the most fascinating people on the planet. On the CD enclosed with this issue, the first interview is my new, all-time favorite. The subject’s name is Louis Zamperini (read his story on page 36). He is 94 years old and one of the most extraordinary people I have ever met. I meet a lot of successful people, but few whom I would call a tried-and-true hero hero.. To interview him was one of the most memorable treats of my life and I am sure that listening to him will be one of yours as well. Also on the CD is my interview with Robert Cialdini, author of the book that has been most enlightening to me on the topic of influence. Don’t miss it. We hope this issue will have h ave some small influence in fluence in enlightening your better you.
Darren Hardy SUCCESS Publisher SUCCESS Publisher and Editorial Director
Seeds of
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he book. th y t Bu y
ith us. 2. R ead along w th
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author of Psycholog Psychologyy of Influence
fromWorldWar War II hero • Hear tales fromWorld Louis Zamperini, subject of Unbroken: of Unbroken: Louis Zamperini’s Story of Survival, Resilience and Redemption by Laura Hillenbran Hillenbrand. d.
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AUGUST 2011
7
up front LETTERS TO THE EDITOR STEVE MARTIN ON THE COVER
I have to admit to you that, while I always try to soak up the lessons from the magazine and apply them to my life, my parenting and my life-coaching business, this month I was just a smitten girl. I have always had a crush on Mr. Steve Martin! So thanks for the wisdom with a bonus this month. Erin Diffenderf er South Carolina
I had not been a Steve Martin fan, but I’ve changed my attitude. There is more to the man than infantile comedy. I’m glad to have a new perspective. Great article! Bruce Walker Florida
Editor in Chief
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Friends on Facebook SUCCESS asked
readers, what’s your most creative caption for this photo?
Steve Martin’s life is another great example of how passion and success go hand in hand. Bravo! Rock Thomas Quebec
“His hair is made from live cats…He is the most interesting man in comedy.”
What a great article about Steve Martin. It helped me get a new perspective. Thanks so much; a real inspiration to me. Barbara Eilert Kentucky
It’s been a long climb back up out of a glass hole. Great article about Steve Martin, one of my 10 people I’d love to meet before I die. Steve, you remind me that loving what you do is what makes all the difference. You’re on the list with Leonardo in my book. Michael Knowles South Carolina I’ve always been a huge Steve Martin fan, and the more things he excels in, the bigger fan I become! He is someone I’d love to have over for dinner! Shelly Burnett Texas
—William L. Nelson “Doc said my Kitty was low on iron.”
—Kimberly O'Hare Schute “Blame the curiosity.”
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—Eli Morales
THE 80-20 PRINCIPLE?
The reason I’m writing is to say your magazine is great, if you are already in the top 5 percent of successful people. Your articles address only the top 20 percent income earners. You feature people only in the top 5 percent. Why can’t you increase pages of your current magazine to address the common people, like adding more articles about the basics in selling? But then maybe you only want to reach the top 5 percent income bracket. Michael Carroll Georgia
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I have always adored Steve Martin. So excited to see him on the cover this month. Question: When can I read SUCCESS on my iPad? I have the digital version, but it’s not the same. Krista Kalish Arizona
Editor’s note: We currently have a free, basic iPad app that’s very similar to the digital edition, but work is under way to create a new, premium version for multiple platforms. Thanks for the interest. We’ll keep you posted!
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SUCCESS AUGUST 2011 9
Starting for P Achievers ints Through his “�reside-chat” radio addresses, President Franklin D. Roosevelt connected with Americans, and helped them connect with each other. His goal: “We are trying to construct a more inclusive society. We are going to make a country in which no one is left out.”
s i b r o C / n n a m t t l e B
“Before you are a leader, success is all about growing yourself. When you become a leader, success is all about growing others.”
“You don’t have to be a ‘person of in�uence’ to be in�uential. In fact, the most in�uential people in my life are probably not even aware of the things they’ve taught me.”
“Because everything we say and do is the length and shadow of our own souls, our in�uence is determined by the quality of our being.”
—JackWelch
—Scott Adams
—Dale E. Turner
Starting for P Achievers ints
4 Things to Do
Before the School Bell Rings
At the Bookstore Small Message, Big Impact by Terri Sjodin (GreenLeaf Book Group, 2011) Imagine this scenario: You �nally have the opportunity to connect with the person who can help you move your business forward. You have three minutes to engage that individual. Do you:
You don’t have to plan a full vacation to get reacquainted with the a.. Blurt out all the facts about your company in a prepared people who matter most. In fact, just doing something new together er sspeech that rivals the legalese outros on car commercials? and sharing adventures is a great way to connect with children Find more b. Calmly introduce yourself, show genuine interest in the Terri S jodin of all ages, even teens who can’t imagine having anything in other person, and say just enough to pique his interest? common with their parents. When you’re doing something you’ve never done before, conversation comes naturally, and so success.com The answer, of course, is b. And in her new book, Terri Sjodin will show you exactly how to get your message do the laughs and memories. Check out these ideas: aacross clearly and succinctly, and open the door for more in-depth conversations. room, plant an herb garden, Watch a movie or catch a
concert outdoors. A movie or concert doesn’t really count as an adventure, unless it’s outdoors, in a park perhaps, viewed from a blanket spread beneath the stars, with a cooler of snacks close at hand. See the sights… at home. Pretend you’re a tourist in your hometown. Go to a museum, gallery or planetarium; take in a ball game; go to the zoo or theme park; eat at a quirky restaurant, or visit a historic site. (Why not let each family member pick at least one place to visit?) Tackle a project with your kids. Build a tree house, make smoothies with different ingredients and do taste tests, restore a car, turn a dated piece of furniture into a whimsical creation for a kid’s
learn to play chess, take up a new activity like Frisbee golf or tap dancing. Sharing a new experience puts you and your kids on common ground. Go camping. Camping can be as simple as packing your tent and a few essentials and heading to a state or national park. But if sleeping on the ground isn’t your thing, load into the RV (rent one if you don’t own one) or check out campgrounds that offer furnished cabins. Nature offers a special kind of peace and quiet, an opportunity to make s’mores and tell scary stories, and uninterrupted time for discovery together.
ACHIEVERS TWEET Who has had the greatest in�uence on your career or business? And how did they in�uence you?
@sam_farrington “@daveramsey influenced me to eliminate debt, allowing me to change careers without desperation for a J-O-B.” @MicheleDortch “My parents are my foundation; they taught me important life principles. My kids provide day-to-day inspiration.” @Scotty27 “My father is my greatest influence. [He taught me] always do your best for clients and treat them as you want to be treated.” Follow our daily tweets at www.twitter.com/successmagazine and join the conversation with #AchieversTweet.
In�uenced by Opportunity: Necessity may be the mother of invention, but opportunity is the driving force behind entrepreneurial activities. A study by Babson College found that 87 percent of people start businesses because they recognize an opportunity for a successful business venture. Source: Global Entrepreneurship Monitor
Play It Like Beckham David Beckham learned there’s no better motivator than being told you can’t. by Mike Zimmerman When David Beckham was 13 and dreaming of playing pro football (soccer to the Americans among us), one of his coaches said the magic words: “You’ll never play for England because you’re too small and not strong enough.” As Beckham told me, the coach wasn’t joking or trying to be ironic. He meant it. And young David was devastated. Temporarily. It occurred to him, even at 13—or maybe because he was 13, since adolescent rage can carry you far—that he could re-dedicate himself and prove that coach wrong. “As much as I was upset at the time, it made me think, Well, I’m going to prove that I can play football professionally,” he says. “Back in those days there were a lot of people who thought to be a player in England you had to have a full-grown beard and be big enough to kick the ball as far as possible. It’s changed now.” Beckham helped change the thinking. Even though he wasn’t the biggest man on the pitch, his speed and uncanny scoring ability helped him become one of the great players in the history of the game—and one of the most popular athletes in the world. Captain of the British national team for six years, h e collected more than 100 “caps,” meaning he played for his country more than 100 times, an honor few players have achieved. Stories like Beckham’s are always interesting to us—maybe because it’s fun to root for the underdog (though no one thinks of Beckham as an underdog today). Maybe because we have an innate desire to see people proved wrong. But when does a story like this become more? When do you make it your own? All of us have had someone tell us we can’t d o or be something we dream of doing or being. Maybe it was a coach, teacher or family member. But these days, the person t elling you that
s i b r o C / r e p p a r T k n a r F
you can’t achieve a dream is more likely the one person you absolutely must have on your side: you . Henry Ford said something similar: “Whether you think you can or you can’t, you’re right.” Here’s an interesting exercise: Every time you hear that big voice in your head (there are no little voices in our heads), think of it as some frustrated, ignorant coach telling you you’ll never play for England. Get angry. Get motivated. Then get moving.
What’s Your Reason to Achieve? Knowing your motivation will help you focus on your goal.
Extrinsic motivators are tempting. Everyone wants to be well compensated and recognized for a job well done. But the euphoric effects of fame and fortune are short-lived. Intrinsic motivators—personal growth and satisfaction, purpose, making
a difference—though intangible, are more rewarding in the long term.
In True North: Discover Your Authentic Leadership , Bill George explains, “For leaders with a high-achievement orientation, external motivations and positive validation by the
outside world are a natural consequence. The key to developing as an authentic leader is not eschewing your extrinsic motivators but balancing them with intrinsic motivators.”
Simply put, it’s OK if money is your goal, but don’t let it be your purpose.
SUCCESS
AUGUST 2011 13
Starting for P Achievers ints d t h i s a n R e a d f s r o m a r t ic l e o t h e r c h i v e s t h e A r
From the Archives
m ss.co s ucce
Is Your Business Scalable?
Moving to a franchise business structure kept Mrs. Fields Cookies from crumbling. Debbi Fields, founder of Mrs. Fields Cookies, was reluctant to trust the quality of her product and reputation to anyone else. After launching in Palo Alto, Calif., in 1977, she and her husband, Randy, opened 800 company-owned stores. But by the early 1990s the company’s growth stopped after incurring $49.5 million in debt. Forced to sell off chunks of the company’s ownership to investors, Fields determined to try a new route: conversion franchising. In September 1993, SUCCESS featured Mrs. Fields Cookies (now known as Mrs. Fields) in an article on franchising. Whether you are building a sales team or considering franchising as a way to expand your business, the insights offered by Mrs. Fields and her franchisers may smooth the way for your success.
Measure what matters. The company used a sophisticated software system to track sales and in-store activity—down to the number of cookies and muffins
prepared each hour. By measuring what mattered, sales for stores using the system increased by 17 percent almost immediately.
Work with people who care. Franchisees have more at stake in a business than employees do, which means they may be willing to go the extra mile. One independent store owner noted that quality was his first priority. “I laid down ground rules: We were going to have a spotless store, superlative product and great customer relations,” said Michael Zreik. To expand the market, Zreik delivered sample trays of cookies to area businesses. Two days after a delivery a local bank called and ordered $1,000 worth of cookies. “An employee isn’t going to do that kind of marketing. But an owner will,” Zreik said.
Your Brain on Google Today’s technology offers many entertaining diversions that make it easier than ever to get sidetracked from the task at hand. But research shows that there is an upside to these distractions. Searching online triggers neurocircuits that really activate the brain and “may even be a form of brain exercise,” says Dr. Gary Small, a neuroscientist at UCLA. He cites studies that indicate that surgeons who play video games make fewer mistakes. Most interesting, brain scans show that a greater portion of the brain—almost two times greater—is activated by sur�ng the Net than by reading a book. The greatest
Web Watch
increase in activity can be seen in the front portion of the brain, which is where thinking and decisionmaking occur.
Money Minder Wikinvest.com
While studies aren’t conclusive, the research indicates that when technology is used in a reasonable and balanced way, it could potentially improve short-term memory for older adults and help children with ADHD learn to focus their attention as needed.
million different things at once,” says Small. “But I �nd that if I turn off the technology and focus on a single project, I’m stunned by how much I can get done in a short period of time.”
But what about those of us who are masters of multitasking and are plugged into technology 24/7? “I tend to be one of those people who juggle a
Technology can be a very good thing, he adds, but “too much of a good thing isn’t good. Balance is an important principle to keep in mind.”
Wikinvest.com allows you to keep an eye on all your brokerage accounts at once. With visuals and relevant information that gives users a better understanding of costs and returns, Wikinvest makes minding your money simple. Bonus: The free Wikinvest Portfolio Manager app lets you monitor your accounts on the go.
ople In�uenced to Volunteer: What motivates people to volunteer? Almost 40 percent of people give their time and energy because a friend, co-worker or someone already involved in an organization introduced them to the opportunity to volunteer. Source: U.S. Department of Labor
14 SUCCESS AUGUST 2011
Sales SUCCESS
Stand Out from the Crowd How to Make Yourself, Your Product or Your Company Memorable In an overcrowded, hypercompetitive world, the only way to make an impression on your prospect is to break through the noise. “The formula of telling everybody how great you are with your state-of-the-art solutions, commitment to customer service, and best prices in town just won’t cut it,” says marketing expert Lauron Sonnier, author of Think Like a Marketer . She recommends the following tactics to make yourself or your company stand out.. 1.
“If you are not taking care of your customer,
your competitor will.”
QUOTE
—Bob Hooey
Twitter vs. Facebook If you had to pick just one social media site to promote your products or services,, which should it be?
Do different things. “It’s easy to stand out when you do something no one else is doing,” Sonnier says. “To beat your competition, you can’t just be a little better than they are. You have to do something different than they do.”
2. Do
your things differently. “This is where you demonstrate your
understanding that the ‘how’ can be more important than the ‘what,’ ” she says. Add a special touch of class, elegance, humor or spice that makes even the common seem special. 3. Stir
emotions; spread happiness.
“When you stir positive emotions, be they joy or inspiration or peace of mind, you send a message that there’s more where that came from,” Sonnier says. And they’ll keep coming back for more.
4. Be
consistent. The three aforementioned methods of
standing out will work only if they are consistent. “Whatever it is, however seemingly insignificant, if it always happens or never happens, you have created something sticky. You have developed an identity that people can count on and will talk about.”
U Users on TTwitter are more likely mo to sh share an article than read it, whereas users on Facebook click on more articles than they share, reports Mashable.com. What does that mean, exactly? Your Twitter followers may support you with a retweet, but that doesn’t mean they’re actually reading your content. And if they don’t read your offer, how are they going to act on it? Mashable’s data also indicates that a Facebook post gets roughly 8.7 times more clicks than a tweet— not surprising, since Facebook has signi�cantly more users. In either case, updates have a short lifespan. Less than 20 percent of “likes” occur after the �rst 24 hours on Facebook, says Mashable. Ninety-two percent of retweets and 97 percent of @ replies happen in the �rst hour, reports Sysomos. The platforms reach different audiences and clearly have different purposes. Service such as HootSuite, TweetDeck and Seesmic make it easy to post messages in several places at once, so why limit yourself to just one? Just keep in mind, whether you tweet, Facebook, or both, repetition and follow-up are just as essential online as they are in the real world.
SUCCESS
AUGUST 2011
15
Starting for P Achievers ints Money
3 Years =150 Months? How long does it really take to pay off your credit card?
Who’s In�uencing Whom? Even if your core market is baby boomers or Gen X’ers, it pays to appeal to Gen Y.
51%
Parents play a major role in shaping their children’s attitudes about debt, saving and spending. But 15- to 25-year-olds have a sizeable impact on their parents’ spending behavior, particularly when it comes to technology, according to a survey conducted by InSites Consulting and MTV. say they in� uence the technology their parents’ adopt.
41%
say they in� uence their parents’ purchase of products and services.
31%
say they in� uence their parents’ decisions on where to shop.
THE
federal Credit CARD Act of 2009, which requires companies to inform borrowers about the cost of credit, has helped consumers understand the true cost of debt. The law mandates that lenders explain how long it will take and how much it will cost to pay off your balance if you make the minimum payment each month. It also requires companies to show you how much you’ll save in the long run if you pay your card off in three years. But here’s the kicker (that many people forget): That three-year mark will always be 36 months away! The amount to pay off in three years is recalculated every month, so it is, in essence, a moving target. Three Harvard professors—Claudine Gartenberg, Dennis Campbell and Peter Tufano—explained to the Consumer Financial Protection Bureau that it would take a consumer with a credit card balance of $3,900 at 15.32 percent APR 150 months to get out of debt if he paid the 36-month amount listed on the statement. If you want to know how much it will take to pay off your balance in 36 months, look at your current statement. Whatever the three-year amount is on your current statement, pay that every month; disregard the new threeyear figure on subsequent statements. But remember: If you make a purchase on your credit card, you’ll need to increase your monthly payment accordingly.
So what appeals to the Gen Y market? Survey respondents listed the �ve most important characteristics for a brand or product as:
1. Up to date 2. Own style 3. Real/authentic
4. Uniqueness 5. Clean reputation
Coolness and trendiness ranked much farther down the list, which indicates Gen Y’ers are looking for substance over form, and originality instead of cookie-cutter style. If you can manage to present an authentic image that meets those demands, maybe they’ll talk their parents into giving your product or service a shot.
In�uenced to Be Healthy… or Not. It’s true, you become like the people you spend time with. The ongoing Framingham Heart Study, which began in 1948 with some 5,200 participants, reveals that people whose friends are obese are 57 percent more likely to be overweight than those whose friends are slim and trim. rim.
16
SUCCESS AUGUST 2011
Boomers Are
Saving Green by Going Green
SUCCESS in Seconds
Gen-Y (18 – 34)
In cutting back on expenses, younger consumers show concern for the environment as well as their wallets. Consider the following results of a survey by Harris Interactive that shows the percentage of respondents who switched to re�llable water bottles instead of purchasing bottles of water, in order to save money.
Gen-X (35 – 46) Baby Boomers (47 – 65) Matures (66+) 0
5
10
15
20
25
30
35
40
%
RESET:
SUCCESS Asks:
How do you use Facebook for your business? 13 % I advertise I have a business page but don’t post often.
%
13
I update I have a business page and post product/service
%
9
15 % I engage
I inspire I have a business page and an active community of fans.
I have a business page where I create relationships with fans.
50 % I wish
SUCCESS
QUOTE
“He who influences the thought of his times influences the times that follow.” —Elbert Hubbard
PLAY FAIR:
Take turns planning fun outings with your friends or loved ones each week. UNPLUG:
Commit to turning off your computer one weekend or one day a month and simply explore the great outdoors.
I don’t have a business page yet.
updates.
Be more punctual by setting your watch or of�ce clock two minutes fast.
COPYCAT:
Save cents by reusing one-sided printouts to make a work notepad. CHEER:
Attend a local sporting event or a citywide league game this month.
SUCCESS
AUGUST
2011 17
Maximum Leadership
JOHN C. MAXWELL
Players vs. Pretenders
What kind of followers do you lead? People who look the part or those who do their part?
In every organization there are those who would rather act the part than do their part. I’ve classified these people as pretenders. Pretenders can slow an organization down, steal momentum and damage relationships. They live for themselves. When an organization needs “we” people, the “I” people either change or get exposed. In order for a pretender to become a player, major changes in personality and thought patterns must take place. A good friend of mine, Bill Purvis, gave me the idea to do a lesson on this very topic. He once said, “I experienced much more success when I learned to tell the difference between the players and the pretenders.” Pretenders look the part, talk the part and claim the part, but 18
SUCCESS
AUGUST 2011
fall short of fulfilling the part. Let me give you five differences between players and pretenders.
Differences Between Players and Pretenders
1. Players have a servant’s mindset.
Pretenders have a selfish mindset. Albert Einstein illustrated this point brilliantly: Strange is our situation here upon Earth. Each of us comes for a short visit, not knowing why, yet sometimes seeming to divine a purpose. From the standpoint of daily life, however, there is one thing we do know: that man is here for the sake of other men—above all for those upon whose smile and well-being our own happiness
depends, and also for the countless unknown souls, with whose fate we are connected by a bond of sympathy. Many times a day I realize how much my own outer and inner life is built upon the labors of my fellow men, both living and dead, and how earnestly I must exert myself in order to give in return as much as I have received. Einstein realized that he was a debtor to those who had previously gone before him and who had given of themselves to him.
Question: “How can you tell if you have a servant attitude?” Answer: “By the way you react when you are tre ated like one.”
2. Players are mission conscious. Pretenders are position conscious. Players will give up a position to achieve a mission, and pretenders will give up a mission to achieve a position. They are also worried about what their titles are and where they are on the promotion ladder. Players don’t promote themselves; pretenders, on the other hand, are quick to tell you how valuable they are to the organization and will go on and on about their accomplishments.
The second letter read: “I come here and sole them half a milyon.” The president of the company posted these letters on the bulletin board with this note: “We bin spending too much time here tryin to spel instead of tryin to sel. Let’s watch these sails. I want everybody should read these letters from Gooch who is doing a grate job for us, and you should go out and do like he done.” Gooch is a player; he knows how to bring home the goods!
5. Players love to see others succeed. Pretenders are only interested in their own success.
Rabbi Harold Kushner said it best: The purpose of life is not to win. The purpose of life is to grow and to share. When you come to look back on all that you have done in life, 3. Players are job-happy—They love what they do and do it well. you will get more sati sfaction from the pleasure you have brought into Pretenders are job-hunters—They can’t do it where they are, other people’s lives than you will from the times that you outdid and but think they could do it better where they defeated them. are going. Pretenders always think the grass is When I graduated from college and started greener on the other side of the fence. running my first church, I was very competitive. I would find out what other churches were doing and would compare what they Pretenders have three things in were doing with what I was doing. But I their lives: evolved beyond being a competitor… Destination Disease— They think success is always somewhere else. To personal achiever Someone’s Sickness— They think To team player success is with someone else. To team builder I started out wanting to get an advantage Backslider Blues—They think success today is impossible because of yesterday. on the other churches; now my greatest joy is raising up and developing leaders. Out of 4. Players can deliver the goods. developing them, they have added value to Pretenders promise the goods. my life and I added value to their lives. If you Author Thomas Sowell says, “We hear about can get everything accomplished by yourself, John C. Maxwell is a leadership expert, the haves and the have-nots. Why don’t we your dream is too small. One is too small a speaker, author and founder of EQUIP and the hear about the doers and t he do-nots?” number to produce greatness. It’s always been John Maxwell Company, companies that have One of my favorite stories deals with this about teamwork. trained more than 5 million leaders worldwide. topic. It’s about an illiterate salesman by the A New York Times, Wall Street Journal and Players Are Real name of Gooch who was sent out by a large BusinessWeek best-selling author, Maxwell has written more than 60 books, including three company, and the following are some letters Leaders do not try to “perform” for the titles that have each sold more than 1 million he wrote back to the boss: followers’ benefit. They are open and truthful. copies: The 21 Irrefutable Laws of Leadership, They have nothing to hide. Truth really does “Dear boss: I seen this outfit which they ain’t Developing the Leader Within You and The 21 never bought a dime’s worth of nothin from us set you free. You aren’t constantly trying to Indispensable Qualities of a Leader . His blog is cover up. Pretending to be real is a lot more and I sole them a couple hundred thousand at JohnMaxwellOnLeadership.com. exhausting than just being real. S dollars worth of guds. I am now in Chicago.”
SUCCESS
AUGUST
2011 19
Make It Happen MEL ROBBINS
Get What You Need
So You Can Give Others What They Need I walked across the hotel lobby and headed for my room. The smell hit me immediately: popcorn, 400 feet away in the lobby bar. The only problem was my heel was killing me from jumping into a huge fountain the night before (I’ll explain later), and I didn’t want to limp the extra distance to get the popcorn. The scent followed me onto the elevator and into my room. I kicked off my Mel Robbins is a shoes, climbed onto the bed and turned syndicated radio host, on the TV. I could still smell that darn TV commentator and popcorn. Then the phone rang. author of Stop Saying It was Rosalind. She is the field coordiYou’re Fine: Discover a nator on my new television series for A&E, More Powerful You. Inlaws. She reminded me we were meeting in the lobby in 30 minutes to head back to the set and shoot the next scene. And then she asked, “Do you need anything?” And before I had time to think, I said, “Yeah, some of t hat popcorn downstairs. It smelled amaz ing!” Rosalind said, “You got it,” and then hung up the phone. I was mortified. I didn’t mean for her to actually get it. I was just joking. I called her right back but she didn’t pick up. I sent her a text: “ just kidding.” But it was too late. She knocked on the door of my hotel room and I hobbled over to answer it. “Rosalind, I am so sorry! I feel so bad that I made you come all the way up here.” She looked at me funny. And then read me the riot act. “Are you kidding me, girl? Do you know what my job is? My job is to take care of everyone on this crew. And your job is to be ‘on’ and change that family’s life. If you don’t get what you need, 20
SUCCESS AUGUST
2011
how the hell are you going to influence the families who need your help?” The smell of popcorn filled the room. And so did Rosalind’s point. I’d been so busy trying to not “bother” anyone on the crew, I was not getting the support I needed to be my best. I wasn’t asking for help. Same thing with my heel. When we jumped into a fountain and climbed to the very top of it for a scene in the show the previous day, I hadn’t asked for help either. One of the crew members extended his hand on my way down and said, “Let me help you.” I replied, “I’m good. I’ve got this.” What I got was a deeply bruised heel when I jumped off a 6-foot drop into shin-deep water. I hate asking for help, but Rosalind reminded me that people need me. And if I don’t have what I need, how the heck can I influence true change for the families on our show? Rosalind also reminded me that when I ask her for support, she gets to be a part of influencing these families too. I thanked her for the talk and the popcorn. And I hobbled back over to the bed. The phone rang. It was Chris, my husband. “I’m so glad you called. I wanted to thank you, Chris.” “For what?” “For all the support you give me. You manage the three-ring circus at home while I’m on the road. It’s a huge amount of work, and it allows me to do my best with these families. Your support of me is changing the lives of every single family on this show.” There was silence for a moment. He said, “Thanks, I needed to hear that. Our kids are driving me crazy. Wonderfully crazy.” You are very influential when you want to be. Yes, you. The question is, Are you asking for the support you need? S
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A Healthy You
DRS. MEHMET OZ & MIKE ROIZEN
MakingYOU
Turns
So, you’ve made some unhealthy choices—here’s how to get back on track.
If you’ve ever ridden in a car with a GPS satellite navigation system, you know how it works. Plug in your destination, and the system—using satellites to plot your current and final points—tells you exactly what to do and when to do it. If you miss a turn or head down the wrong street, the GPS doesn’t berate you for the mistake. It doesn’t tell you that you might as well drive off a cliff just because you missed First Avenue. Instead, it simply says: “At the next available moment, make an authorized U-turn.” YOU-reka! The GPS recognizes the mistake and tries to help you correct it. That’s the kind of mentality we want you to have regarding your health. You are going to make wrong turns. You’re going to turn left at the cookies, make a right at the blueberry pie, and occasionally merge onto the interstate at banana nut pancakes 22
SUCCESS
AUGUST 2011
with a side order of sausage patties. Does that mean you should steer off the cliff and onto destructive behaviors? Of course not. You can make a YOU turn and get back on the right path. Something else that’s critical is having a buddy who can help be your personal GPS system. Buddies help each other make those YOU turns, get back on the right road, get healthy together and enjoy their passions longer. In fact, we believe the most important fitness tips we can give anybody are to: Understand you get a do-over; it’s not that hard and it doesn’t take that long if you know what to do. Start with walking and a buddy. Learn how to make YOU turns. Now let’s get to one of your most frequently asked quest ions— and check next month’s column for more questions and answers.
