Those Who Tell The Stories – Rule The World

This week I had a chance to train the Wounded Warriors Project Speakers. What incredibly brave soldiers with amazing stories. I was reminded once again of the power a story has to emotionally impact those who hear it. Stories are a great way to make a connection. People love stories. People relate to stories. Stories are engaging, not only intellectually but also emotionally. When we hear a good story we automatically make a connection with the storyteller. As leaders we need to learn to tell a good story. In my book, “The Power of Storytelling” I break down the science and the art of telling a great story. For this post, let me synthesize that down to a couple of key points: One: Don’t talk too much. I was recently interviewed by a business magazine about storytelling and leadership. One of the great questions they asked is what is the number one mistake leaders
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How To Win The Sales Number Game

In my previous life – haha, in my twenties – my brother and I built a large business in direct sales. We had a substantial sales team that focused on selling nutritional supplements through doctors’ offices. In the direct-sales industry there are a couple of sayings that have become almost universally accepted. One is “Some will. Some won’t. So what? Next.” The other is “You can’t say the right thing to the wrong person and you can’t say the wrong thing to the right person.” In essence, they’re saying that it’s a numbers game. It’s volume that matters. Quantity over quality. Your presentation isn’t that important, it’s how many times you give it that’s important. The more people you talk to, the better your chance of success. For several years I bought into that philosophy, but at some point I began to realize that it preaches the wrong doctrine, that
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Are You Leaving A Legacy?

My dad recently gave me a copy of the book Larry H. Miller – Behind The Drive by Bryan Miller, a compilation of stories about the life of Larry H. Miller.  Miller was a Utah businessman and philanthropist.  He started his career as a low level employee in the automotive industry, eventually growing his empire to be the 10th largest U.S. automotive dealer, with 42 dealership across the country. Miller was also a great sports enthusiast.  In 1985, Miller purchased 50% interest in the NBA team, the Utah Jazz, and bought the remaining 50% in 1986.  He continued his interest in sports, purchasing other professional teams including the Brigham Bees and Utah Starzz. Miller was a great philanthropist, leaving a legacy of service and giving up to his death in 2009. The book, Behind The Drive, details 99 unique experiences from different people that had interactions with Larry Miller at
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Parents & Leaders Do 3 Things

I have four little kids. 9,7,5 & 2. For my career I speak to companies & write books on leadership. The more I think about it – they are same thing. Parents & Leaders do three things. Parents help their kids feel: 1. Safe 2. Loved 3. Empowered to reach their potential Leaders help their people feel: 1. Safe 2. Loved 3. Empowered to reach their potential That’s easier said than done but at its core that is it. To help your people feel safe they need to feel important, heard, understood & a part. To feel loved they need to feel like you (their leader) care about them. That you know them. That you think about them. That you listen to them. To feel empowered they need to be taught & trained. They need to be given the opportunity to stretch & to grow – to fail & to
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