Becoming A Trusted Authority, by Doug Grady

Years before I led my first seminar, wrote my first song, or typed my first blog I penned this in my journal (it is more or less a paraphrasing of a famous Goethe quote):

"When you proceed confidently in the direction you want to go, a path will unfold itself." -Doug Grady

Becoming a trusted authority is an exciting journey- you never know quite where it will take you. Wherever you are on your path, here are some thoughts on proceeding confidently.

"See yourself as you want to be." -Brian Tracy

Vision. Before you can effectively position in someone else's mind that you are a trusted authority, you must first position it in your own mind.

• How do you see yourself? Make a list of your strengths and weaknesses.
• How do others see you? Compare your list to the feedback of others. How do your clients see you? Your peers? Your friends? Ask a few trusted people how they see you- your strengths and weaknesses. Give them permission to be brutally honest.
• How do you want to be seen? Begin to see yourself as a trusted authority. What type of companies would you ideally like to work with? What would your ideal work day consist of? What activities would you consistently like to engage in?

Vision is critical, but it is just a beginning. In order to make your vision a reality, work on your...

Character. Think of a person you consider to be a trusted authority. Resist the urge to evaluate what they do. Instead consider who they are.

"Character isn't something you were born with and can't change, like your fingerprints. It's something you weren't born with and must take responsibility for forming." -Jim Rohn

What are the characteristics you would use to describe this person? Strive to strengthen these characteristics in yourself. Focus daily on the person you intend to become. Allow the character of this person to dictate your:

Strategy. What activities would you consistently engage in if you were a trusted authority? There are many to choose from.

• Study. Great students become trusted authorities. Have you ever noticed that trusted authorities commonly quote other trusted authorities? Go out of your way to be around trusted authorities. Take them out to lunch and pay for it. Ask questions and listen. Buy their books, listen to their audio programs, invest in their trainings.
• Write blogs, write articles, write a book.
• Video blog.
• Lead seminars.
• Validation. You think you're great- wonderful. Who else says so? Collect written validation from satisfied customers and peers in your field. When it comes to testimonials, consider the source- not all are created equal. Seek endorsements from known and respected entities. Don't expect busy people to come up with a unique testimonial for you- always be prepared with an draft for their modification and approval.
• Contribute. Be a consistent contributor to groups and organizations in your field. Comment on others peoples' blogs. Provide testimonials and endorsements for people you believe in. Volunteer for causes you believe in.

Do you have a question on becoming a trusted authority? Is there a strategy you are using to be effective? Please share it with us in the comments section.

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What's In Your Library? Joel Weldon

If you have ever called my voicemail and listened to the words, "Make it a great day!" then you have been touched by Joel Weldon (I got that from him).

I will never forget the first time Joel spoke for High Achievers. It was 2003 in California. He ran up on stage, put a huge smile on his face, and just stood there for almost a minute. What a way to start a talk! He was funny, enthusiastic, and tailored his talk specifically to our members. Joel is also master story teller. A story he told us a man name Willie has impacted the way I interact with my clients to this day.

"Success comes in cans, not cannots." -Joel Weldon

For 30 years, Joel Weldon has been sought after as an Idea Consultant and seminar leader by many of the world's leading organizations and businesses. A former construction worker with no formal education, Joel turned down a full scholarship because he thought he "wasn't smart enough to go to college." But a few years later his life completely changed. He discovered amazing talents and abilities he never knew he had, and he became a prime example of the power of one idea to transform your life!

Doug with Joel and Judy Weldon

"It's not what happens to you , it's how you respond! It's all up to you! Control the controllables! Forget the excuses, and take ACTION!" -Joel Weldon

Joel's full length seminar, Extraordinary Selling- Using The Willie Factor, is unlocked in week one of your High Achievers intro membership. Not a member yet? What are you waiting for?

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Fake Profiling: Not An Acceptable Networking Strategy, by Doug Grady

I was in a seminar today on networking strategies. It was produced by a very reputable organization. The invited speaker, an author and self-proclaimed expert in the area of networking, was sharing his strategies. He was funny and witty and quick on his feet. He used the word "stalking" as a strategy a few too many times for my comfort zone and proclaimed the value of picking where you go to church specifically to "stalk" your potential clients.

These things didn't really bother me too much and I actually found him entertaining and interesting on some level. And then it happened. He began sharing his strategy of setting up fake profiles on linkedin to connect with the prospects he was "stalking". He went into detail on how he finds out where his target went to school and some of their common interests. If it was a man, he'd create a profile of a woman who was a "6 or 7" in the looks category, and set up her fake profile with the same alma mater and similar interests. If it was a woman he was targeting, the man would be more like a "9". He boasted a 95% success rate when linking up through this fake profile system. Then he could easily get connected with his target through his fabricated connection.

How would you react? Here is your multiple choice test:

a. "Wow, what a great idea, I wish I had thought of that.

b. "This man is genius."

c. "I can't wait to create my first fake profile!"

d. "I've been doing this for years- I should be up there teaching him."

e. "This man is a liar and is teaching other people to lie as a strategy."

If you answered a-d, you might want to consider going back to Sunday School.

I went with "e" and before I knew it found myself calling him out. "You are lying," I said from the back of the room. I was a little heated and I don't remember his exact response but it was something to the effect that his prospect doesn't know that it's a fake profile so it's OK. I said, "Well I know it, you just told me." I turned to the person next to me and quietly said, "I'm not listening to this crap" and walked out.

There is no place for this blatant manipulation and outright deception in business or anywhere else. This man lowered himself to the status of a conman and bragged about it. To make it worse, he was teaching others to do the same under the guise of a "strategy."

A shortcut that compromises your integrity is never one you need to take.

How does this strike you? Please leave a comment- I'd really like to hear from you.

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Personal Marketing: Lone Ranger Leave Behinds

Do you remember the Lone Ranger? Everywhere he went he would leave something behind. No, it wasn't Tonto. It was a silver bullet.

He would be riding off into the sunset and invariably someone would ask, "Who was that masked man?" The response always went something like, "I don't know, but he left this silver bullet. He must be a good guy!"

The Lone Ranger was a master marketer. Everywhere he went he had people talking about him in a positive way when he wasn't around. This is one of your objectives in personal marketing.

The "mind of the market." The top companies, entertainers, and entrepreneurs realize they must have a unique and powerful position in the mind of the market. The same goes for you. There must be a sense that nobody else can do exactly what you can do. If you are in sales or business development, consider the possibility that this positioning is accomplished not so much by what you say or do while you are with your prospect; it's how people feel about you when you're not even around.

What's your silver bullet?

So what's your silver bullet? What will you leave behind? Here's where the work comes in. It's not always easy being distinct. (Refer to Personal Marketing: Own The Mountain). For a period of time in my seminars I actually gave out silver bullets (they weren't exactly silver...). I had a personal brochure for awhile. I've given away t-shirts, books and audio programs. I left my banjo at a speaking engagement once, but that was an accident. These days I usually leave my audiences with a song and give away music (you can download several of my songs here through the BandPage app).

Need some stimulation?

Look for examples. You probably know of people in your industry who are known and appreciated for something they leave behind: cookies, gift cards, fruit baskets, or flowers. There are thousands of promotional items you can purchase, from pens to coffee mugs to chocolates to hot sauces. If you can think of it, you can probably find a company to buy it in bulk and put your name and logo on it. Resist the urge to be perfect. I tend to lean toward anything being better than a typical business card. Speaking of business cards, yours might include a link to an online gift of some kind.

Get personal. It is personal marketing we are talking about. A good friend of mine has the habit of taking pictures with his clients and prospects and sending them in a frame. At times you might leave people with a warm hug, a bottle of wine, or a joke of the day. You can give your prospect a referral or an idea to help build their business. Or donate to their favorite charity.

Just like the Lone Ranger riding off into the sunset, people will talk about you when you're not around. Be conscious of your communication. Develop memorable moments. Leave behind something special.

Do you have an effective leave behind you would be willing to tell us about? Leave a comment- we'd really like to hear from you.

Happy trails...

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Own The Mountain

Personal Marketing: Own The Mountain, by Doug Grady

Do you remember the movie Gorillas in the Mist? It's the story of Dian Fossey, a Kentucky woman who dedicates herself to saving the African Mountain gorilla from illegal poaching and likely extinction. But this is not about her. This is about you. And two men behind the movie. And owning your own mountain.

Hollywood legend has it that two of the movie's producers had a vague idea for a movie about gorillas in Africa but not much else. They scouted out the only feasible location on the continent where filming could take place and bought the rights to the mountain.

Anyone wanting to make that movie had to come through them. In the mind of their market, nobody could do exactly what they could do. They received a seven figure Hollywood paycheck and were credited as producers for one primary reason:

They owned the mountain.

The best personal marketers understand this concept and go out of their way to own their own mountain. The good news is you already own your own mountain. Your mountain is your personal brand. It may be foggy and off in a distance. It may not be worth much right now. But all that can change.

Personal marketing is your ability to embody your personal brand in a way that is compelling to your market. At its best it is simply a natural self-expression of who you are. Peter Montoya, branding expert and friend of High Achievers, puts it like this:

"It's not enough to market your Personal Brand. You've got to live it. This is why it's so important to choose a brand that reflects who you really are and what you really care about." -Peter Montoya

Let's get started.

Step one: Who are you? Distinguish your personal brand. Building a unique brand starts with your uniqueness. Taking the time to reflect on the following questions can bring you closer to your mountain. 

1. Who are you at your core? Athlete? Mother? Geek? Comedian? Adventurer?
2. What can you and only you do?
3. What are your unique strengths?
4. What do you identify with outside of work?
5. What causes are you drawn to?
6. Why do people do business with you?
7. Why would they do business with you if you were living your personal brand?

"What I love about you is that you are unique and different, just like everybody else." -Paula Abdul

Step two: How will you communicate this? There are many personal marketing strategies to choose from, including Lone Ranger Leave Behinds, Strategic Alliances, Packaging, and Becoming an Authority; some of which you can learn about on this blog (be sure to subscribe if you haven't already).

Still not easy, I know. Settling into your personal brand can take months, even years. Communicating it to your market may take significantly longer. But it is a worthwhile journey. Just like climbing a mountain, it starts with preparation and taking the first step. I am honored to be a part of your climb.

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Strategic Alliances, by Doug Grady

A Strategic Alliance is a formal relationship between two or more parties to pursue a set of agreed upon goals or to meet a critical business need while remaining independent organizations. (wikipedia)

When I began working closely with high achieving salespeople, entrepreneurs, and business leaders I was at times perplexed with what appeared to be a lack of hard work. While the average go-getters were knocking on doors, making phone calls and beating the streets trying to find someone to talk to (hard work indeed), these fortunate few were enjoying more time in front of quality prospects and customers. And more time playing golf, vacationing, and serving their communities. They made more money in less time and had more fun doing it. I discovered one of the reasons they were so successful. They weren't the only ones working.

Achievers go out of their way to surround themselves with quality people. People that they can support and be supported by. One of the most powerful ways to do this is through strategic alliances. Strategic alliances work for you to bring you your most valuable resources, saving you time, money, and energy. Effective strategic alliances begin with answering these three questions:

1. Who has (or could have) a vested interest in your success? This might include non-competitive salespeople, other entities that service your market, retired veterans from your industry, or a business leader who is respected in your field.
2. How can you bring value to this person/entity? Be clear on what you bring to the table. Will you provide leads? Introductions? Products and services? Incentives? Ask questions and listen. Value is determined by the receiver. "How can I help you?" is a powerful question if you really mean it.
3. What do you want? Clarity is power. Be clear on your ideal form of support from each strategic alliance you initiate.

Consider treating the first 60-90 days of each strategic alliance as a short-term project. Go out of your way to nurture the relationship and give value without expecting anything in return. Monitor your progress and evaluate your relationship at the end of the designated time.

One of the strongest strategic alliances for High Achievers through the years has been with Business Networking International (BNI). It began in 2006 when we booked BNI's founder, Dr. Ivan Misner, to speak for us in California. It became stronger still when I met David Alexander in 2010. David is an Executive Director of BNI and is now also the CNO (Chief Networking Officer) of High Achievers. Check out my interview with David on High Achievers Radio and join us at one of our upcoming events this month.

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persistence: firm or obstinate continuance in a course of action in spite of difficulty or opposition.

The Cost Of Persistence, by Doug Grady

per·sist·ence (noun): firm or obstinate continuance in a course of action in spite of difficulty or opposition.

“I will persist until I succeed.” -Og Mandino

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful people with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” -Calvin Coolidge

"Energy and persistence conquer all things." -Ben Franklin

The universal power of persistence has been proclaimed in self-help books and motivational speeches for hundreds of years. Persistence, put simply, is a refusal to give up. The talented may give up, the educated may give up, the genius may give up. The persistent one does not.

I am a persistent person. For as long as I can remember, whether in school, sports, or sales it seemed to take me longer than others to gain an understanding of the critical elements of a given discipline. Once I "got it", I would often surpass my peers. I always attributed this to persistence.

However nothing in any definition of persistence speaks to intelligence, innovation, or being strategic. It may be implied that if we continue to push long enough we will explore creative ways to succeed, but this is by no means an automatic element of persistence. Persistence without thought can lead to staying too long in a relationship or job, beating a dead horse, stalking…

When the economy turned in 2007, I was persistent. I pushed. I put myself out there. I went on many sales calls. Companies and industries that previously generated tens of thousands of dollars for my business yielded little or no revenue from my efforts.

But I was persistent. I refused to give up. I made more phone calls and booked more meetings. I tried harder. My "obstinate continuance in a course of action in spite of difficulty or opposition" was undeterred. And eventually... things got worse. I continued to produce dismal results. My company lost more and more money. I became increasingly frustrated. I was persistently sucked into the quagmire of mediocrity.

Recovery of any kind begins with the admission that you have a problem. In this case I had several. It took some time before l began to see the light at the surface of the muck. The turning point came when I finally accepted the fact that what I was doing was not working. My persistence had failed me.

Faith, humility and a re-commitment to growth eventually augmented my persistence. I asked for help. I let go of behaviors that weren't serving me. The Ripple Effect highlights some of the personal struggles, lessons, and ripples that followed during this very challenging time in my life.

“As long as we are persistent in our pursuit of our deepest destiny, we will continue to grow. We cannot choose the day or time when we will fully bloom. It happens in its own time.” -Dr. Denis Waitley

Professionally, there were lessons to learn as well. I went "back to school" and educated myself on how to survive and thrive in the "new normal." My studies were focused in the areas of:

• Online strategy
• Social media
• Personal marketing
• Strategic alliances
• Becoming a trusted authority
• Attraction versus promotion
• Recurring revenue

In the next few weeks I will be sharing some of the best of what I have learned and applied in these areas over the last four and a half years. If you are not sure whether or not you are opted in for my blog, take a moment to do so now (scroll up and to your right). And be sure to share this article with the people in your life who can utilize it.

Persistence, like many other attributes, can be a liability. Sometimes we need to slow down and reevaluate. Other times we need to let go of what's not working and do something different.

Please leave a comment- I really want to hear from you!

Persist intelligently.

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I first read Napoleon Hill's Think and Grow Rich in 1990 as a rookie in the insurance business. It has been a continuous source of wisdom and inspiration in my life for over 2 decades. More than anything else, The Self Confidence Formula has stuck with me. To this day I repeat it aloud twice daily.

The Self Confidence Formula, from Napoleon Hill's Think and Grow Rich

First. I know that I have the ability to achieve the object of my Definite Purpose in life, therefore, I DEMAND of myself persistent, continuous action toward its attainment, and I here and now promise to render such action.

Second. I realize the dominating thoughts of my mind will eventually reproduce themselves in outward, physical action, and gradually transform themselves into physical reality; therefore, I will concentrate my thoughts for thirty minutes daily, upon the task of thinking of the person I intend to become thereby creating in my mind a clear mental picture of that person.

Third. I know through the principle of autosuggestion, any desire that I persistently hold in my mind will eventually seek expression through some practical means of attaining the object back of it, therefore, I will devote ten minutes daily to demanding of myself the development of SELF CONFIDENCE.

Fourth. I have clearly written down a description of my DEFINITE CHIEF AIM in life, and I will never stop trying, until I shall have developed sufficient self-confidence for its attainment.

Fifth. I fully realize that no wealth or position can long endure. Unless built upon truth and justice therefore, I will engage in no transaction which does not benefit all whom it affects. I will succeed by attraction to myself the forces I wish to use, and the cooperation of other people. I will induce others to serve me, because of my willingness to serve others. I will eliminate hatred, envy, jealousy, selfishness, and cynicism, but developing love for all humanity; because I know that a negative attitude toward others can never bring me success. I will cause others to believe in me, because I will believe in them and in myself.

I will sign my name to this formula, commit it to memory and repeat it aloud once a day, with full FAITH that It will gradually influence my THOUGHTS and ACTIONS so that I will become a self-reliant, and successful person.

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How did we get here? Read The Ripple Effect.

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The Four Levels of Integrity, by Doug Grady

Here’s my simple definition of integrity:

Integrity: The act of doing what you said you would do when you said you would do it.

It is a yes or no scenario- you either did or you didn’t. Missing a deadline, skipping a scheduled workout, or eating something I said I wouldn't are all examples of integrity lacking. When it comes to developing a new habit, eliminating a bad habit, or developing a daily discipline, keeping your word isn’t always easy. In striving to live a life of integrity, I have noticed the way in which I do so is not always the same. In evaluating patterns in my life and others, I have distinguished four distinct ways in which integrity occurs. I call these the four levels of integrity.

Level One Integrity- The Carrot and The Stick

“The secret of success is learning how to use pain and pleasure instead of having pain and pleasure use you.” –Tony Robbins

Level one integrity is externally motivated and primarily driven by the desire to avoid (external) pain and to gain (external) pleasure.

In my second year in as an agent in the insurance business I set 2 records within a 3 month period. One of the disciplines I engaged in was a minimum of 25 prospecting calls each business day for 11 weeks. My carrot: the coveted President’s ring. My stick: I had to work Sundays if I did not reach my weekly sales goals. Consciously setting up a structure which rewards desired behavior and discourages unwanted behavior is a critical success skill.

"What gets rewarded gets repeated" -Brian Tracy

Examples of (external) pain:

• April 15^th
• Obeying the speed limit in an area known to have cops
• Depriving yourself of something fun (TV, internet, recreation) until you have fulfilled your daily commitment(s). Brian Tracy calls this “dinner before desert.”

Examples of (external) pleasure:

• Showing up on time or early to impress your boss
• Pushing to qualify for a company trip, President’s club or other incentive
• Buying a new dress if you reach your intended weight

The power of the carrot and the stick is available to us at any time. You can create incentives for yourself for sticking to your daily commitments and reaching milestones. You can impose sanctions for not honoring your word or not reaching a goal.

The major drawbacks of relying too heavily on level one integrity fall generally into two categories:
1. Getting hit with the stick may at times feel better than honoring your commitment.

2. You may decide your carrot is not worth the effort and break your commitment.

Choose your carrot and stick wisely, as well as the structure in which it is enforced. Be careful not to put too much stock in the carrot or the stick. It is your personal integrity, not external forces, which must reign supreme.

Level Two integrity succeeds where Level One fails.

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The High Achievers Goal Setting Formula, by Doug Grady

Recently I registered for a run called the Tough Mudder, billed as the “Toughest One Day Run on the Planet.” It features 12 miles of grueling terrain in the North Georgia mountains, includes 18 obstacles and is modeled after British Special Forces training. In sharing this with a friend he said “I’m not ready for that!” Hey- I’m not ready for it either- that’s why we train! What’s the hardest aspect of completing a marathon, a triathlon, or a Tough Mudder? If you have ever completed one, you already know. In most cases, the hardest thing about completing the run is not the “run” itself, it is, you guessed it… the training- the daily discipline of consistent, purposeful exercise. What’s the hardest thing about hitting your goals? The daily discipline of consistent, purposeful effort.

After registering for the Tough Mudder, something happened to my workouts almost immediately. They became more intense, more focused, and more purposeful. They also became more fun! Both consciously and unconsciously I began to “step it up”. I began more and more to look forward to my workouts. They became less of a “to-do” and more of a “get to”. An interesting thing happens when you “step up” your training. Your life tends to “step up” as well. There is no doubt in my mind that I will run and complete the Tough Mudder March 12, 2011.

What’s your level of certainty when you set goals? How do you feel when you are striving for something out of your current reach? What’s the difference in registering for the Tough Mudder and a typical “goal-setting" experience? Consider the following:
• I registered: I filled out an online application and sent it in with a $150 non-refundable payment. This got it out of my head and into reality.
• I know exactly when and where it will take place.
• It is on my calendar.
• I let others know I am doing it.
• I started training (taking action) the same day.

Champion athletes visualize winning in advance. Self-help books tell us to write our own eulogy. The late great comedian George Burns actually booked himself to play the London Palladium as a 100th Birthday celebration. Perhaps you’ve had the experience of being extraordinarily effective the week before a vacation. These are all ways of creating our future in advance. Our future affects our present.

Consider today creating an inspiring, definite future for yourself- one that will give you meaning, purpose and passion right now. Do you want to:
• Play the guitar? Sing? Do stand-up comedy? Book an open mic night.
• Lose weight? Register for a run, hire a trainer, buy the clothes you will fit into.
• Take a vacation? Call the hotel and give them a non-refundable deposit for a specific date.
• Start a business? Get the business card printed.
• Increase your sales? Register for a sales seminar, hire a coach, book a celebration date now for 3 months out.
• Write a book? Design the cover and look at it daily.

The best thing about an inspiring, definite future? It creates a passionate, purposeful present. How’s your future looking? What are you up to? Please post a comment- I really want to hear from you!

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