Living a Purposeful Life Versus an Accidental Life

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

This is a picture of courage and tenacity. This is a picture of one person doing everything they can to overcome adversity and live a more purposeful life.

Here’s what I mean.

Although I advocate for being purposeful in as many areas of your life as possible, there are events and times when you will not and cannot be fully prepared. On December 13, 2016, my family experienced a disaster that no one wanted nor were we prepared for.

My brother-in-law, Joey Sharron, was swimming in Mexico when two waves hit him from behind and pushed him headfirst into a sand bar. His neck was broken on impact and were it not for a woman standing on the beach 25 yards away and yelling for her husband to help him, he likely would have drowned and been pronounced dead at the scene.

He received 15 minutes of CPR without being resuscitated. As the lifeguards were stopping CPR, a physician from an adjacent hotel, who had watched the accident, ran for a defibrillator and arrived on the scene and started CPR again. His arrival and intervention lasted 10 additional minutes and, after administering four shocks, he revived Joey.

Emergency surgery was performed in Mexico and three days later Joey was transported to Mass General in Boston where he was diagnosed as a quadriplegic. He is alive, has no brain damage, and has an amazing mindset. He is, in many ways, preparing himself and his family to accept his prognosis merely as a starting point, not his finishing point.

Five months into Joey’s injury I’m am fully prepared to grasp the enormity of his injury and the impact this will have on each family member. There are aspects of caring for and living with an accident of this magnitude that is still beyond comprehension and leaves us crying, frustrated and ill prepared to deal with the severity of his condition.

But in the face of this accident, Joey specifically, and my family in general, have learned something new each and every day about what’s possible—possible for recovery, possible for Joey’s work, and possible for what we can do to make the healing process healthier.

Watching Joey handle this adversity in inspiring and courageous ways tells me that Joey can teach me a lot about how to approach life, adversity and leadership.

Joey has said that he’s never going to give up and that he knows exactly what’s going to be thrown at him physically and emotionally. He knows this is a massive test for his health and quality of life, but also for his wife, family, and business too.

He’s not naive in any way, but he believes that how he thinks about his injury and by the choices he makes with regard to his mindset and his rehabilitation, he can overcome the situation and lead a productive and healthy life. Joey’s attitude is transforming what I believed was possible about spinal cord injury and is preparing me to be amazed at what he accomplishes.

Monday Morning Mindset Questions:

  1. Are there areas of your professional or personal life where you’ve become tentative or given up?
  1. In what area of your life do you want to envision new possibilities?
  1. What aspect of your interactions with employees and or customers needs rehabilitation?

My Mastering Your Mindset Special Report provides 27 strategies for overcoming adversity and living a more purposeful life. You can find it here.

3 Lessons I Learned From Lino Tagliapietra

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

 

The Three Lessons I Learned From World Renowned Glass Artist Lino Tagliapietra

On the first Thursday of the month in Seattle the doors of the downtown art world are thrown open and galleries all across the downtown corridor welcome art aficionados as well as novices like me to enter and view their work.

Last night I attended the first Thursday festivities with friends that are not only well-educated art lovers, but patrons of several glass blowing schools. We started with a private tour of the world renowned glass artist Lino Tagliapietra’s new showroom and then headed to the Traver Gallery where I met Jim Mongrain and Preston Singletary. Here’s what I learned about art last night.

Guides open your eyes. My guides last night not only provided me with access to an exhibit I would not have seen without them, they made the evening more enjoyable because of their infectious enthusiasm. Having a guide is common sense while traveling to a country we don’t know. The same holds true for an environment we don’t know. Guides open doors, open eyes and make our trips more rewarding and fun.

Follow your eyes. My eyes were drawn to a particular type of glass while other types fell flat for me. I thought at first this was rooted in a lack of appreciation, but was reminded that in the highly subjective and oftentimes pricey world of art, beauty remains in the eyes of the beholder. From one forty year art collector I was told that when I bring art into my home it first has to be brought in through my eyes and then into my heart. If your eyes don’t land on art that speaks to you and opens your heart you shouldn’t own it.

Asking questions is essential. At first I felt intimidated about asking some of my questions. They weren’t very well informed questions as I am a novice in this world and I didn’t want to come across as a redneck who had just fallen off a hay truck. But I can’t learn or grow in my appreciation unless I ask questions. I was reminded that the only dumb question is the unasked question.

My experience last night confirmed for me that having some original art is important to me and surrounding myself with art that inspires me, uplifts me and is the expression of an artists talent, skill and love is something I want to have in my life.

I was reminded by guides, art and artists last night that leadership is so much less  a mechanical paint by numbers affair and considerably more an art form. Leaders are a guide that make the unfamiliar exciting and invigorating, they open our eyes to new possibilities and they can be the catalyst for asking questions that illuminate and inspire.

What would happen if this week you shifted your thinking and viewed your leadership as a work of art? What if you were a purveyor of beauty, artistry and engagement? My experience tells me that not only would your leadership become richer and more rewarding for you personally, it would become richer and more rewarding for your bottom line.

“The purpose of art is washing the dust of daily life off our souls.”

Pablo Picasso

Are You Drowning In A Sea of Sameness?

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

Macy’s is closing 100 stores this quarter and their CEO says their problem is that they are “drowning in a sea of sameness.” For Macy’s there is nothing distinctive and valuable about shopping with them. Other retailers offer the same merchandise from the same equally disinterested sales personnel and don’t enthuse customers about their shopping experience.

Are you distinctive and differentiated in the eyes of your customers? Here’s how you’ll know. You are if you can answer a resounding yes to the following questions:

  1. Are you hearing a compelling yes from customers about your ability to make their lives better?
  1. Do customers see you as instrumental to making their lives more successful, profitable, enjoyable or easier?
  1. Do your customers refer their family, friends or colleagues to you with enthusiasm?
  1. Are you offering the same merchandise as your competitors?
  1. What makes you distinctive, memorable, enjoyable to work with, compelling and for goodness sake, valuable to your customer?

If you are not distinctive, differentiated and valuable you are going to drown in a sea of sameness just like Macy’s. If you don’t take time to answer the questions above there’s only one thing left to say. Grab a life preserver!

The Six Hour Strategy Session

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

In last weeks Monday Morning Mindset I asked what the number one question you wanted to have answered was. The first question I received came from Peter Marks. He asked:

“I want to know if I have the right organizational strategy. It’s a very competitive market for us now and I want to know if I’m headed in the right direction.”

Peter, there is one key concept about organizational strategy I want to share before I specifically answer your question. Here it is: customers don’t care about your corporate strategy. They only care about one thing and that’s whether your products or services make their life easier or better.

In turn, the best organizational strategy is to answer the question, how will we improve the customer position? This type of strategy; which can be completed in six hours maximum, is simple and powerful.

But here are some specifics. You’ll know you have the right strategy when the following five results are present.

  1. Your customers love your work. You hear repeatedly that you are making your customers life better, more successful, more rewarding or easier. This is not a one off type of comment, but rather a continual refrain from your ideal customers. Either in customer interviews or project completion meetings, clients rave about your work.
  1. Your employees live your strategy. You hear from each employee a clear, confident, compelling recitation of the corporate strategy in 60 seconds or less. When employees can do this they aren’t intellectualizing the strategy. They are living the strategy and that is a game changer for most organizations.
  1. Your sales pipeline is full of unsolicited referrals. Without question, referrals and recommendations to peers, colleagues, friends or family members is the greatest compliment you will ever receive and it is a clear indication that what you are doing is valuable and worthy of being referred. Your customers will only refer others to you if they believe that by doing so the person they refer to you will benefit from the introduction.
  1. Your P&L is flourishing. Not only are you receiving a full measure of unsolicited referrals, your current clients and prospects are willing to pay you for high value. They’re not bottom feeders looking for a deal. They’re savvy partners that recognize value and are willing to pay you for the quality of your work. This leads you to have a flourishing P&L.
  1. You’re attracting top tier talent. Not only are you receiving a continual flow of unsolicited referrals to new customers, you are also receiving a continual flow of top tier talent that want to work for you. The work you do and the value you provide has created the reputation of superlative work and an excellent place to work.

The bottom line is that an effective strategy works for the benefit of your customer, your employee and your bottom line. Which of the five results do you want to create this week?

What’s Your #1 Most Pressing Question?

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

 

I spoke with several CEOs and entrepreneurs last week and asked what I thought was a good question, but that in hindsight turned out to be a fabulous question.

I asked, “what is the one question you have about your work, business or personal life that has yet to be answered successfully for you?” I heard the following:

  1. How do we remain committed to our values in a marketplace that is increasingly misaligned with our values?
  1. How do I reduce my sense of being overwhelmed with my t0-do list?
  1. How do I grow my business with no money to invest?
  1. How do I get my board to be less scattered, more focused and actually read my email updates?
  1. What do I do if I can’t establish clear expectations with my employees?
  1. What do I need to do to feel more successful and satisfied?
  1. How can I tame my work life in order to enjoy my personal life more?
  1. Is my partner a dumb stupid jerk or is it me?

If you are like me, you may be fascinated by the unanswered questions people have. The unanswered question a person has represents the area of concern, hope, frustration and or desire, that when addressed successfully makes life easier and more rewarding.

Over the coming weeks I’m going to answer the most common burning questions you have. I will provide you with tactical and actionable answers to these questions.

So, let me ask you.

“What is the one question you have about your work, business or personal life that has yet to be answered successfully for you?

You can hit reply to this email or you can go to my blog and respond there. But,  however you choose to respond, be prepared to have your question answered.

What do you have to lose?

Growth Requires Being Comfortable With Feeling Uncomfortable

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

We all have a comfort zone, a place where things are known, safe, and predictable. However, remaining in our comfort can become the greatest inhibitor to accelerated performance. Without the discomfort of learning something new and growing beyond our current capabilities, we will not experience the greatest rewards possible.

I recently spoke with a client who said that the last three months of our working together were the most uncomfortable three months of his professional life. We specifically discussed the level of skill his leadership team had for being a magnet for top tier talent, executing on strategic initiatives faster and more reliably, and fostering the mindset of customer excellence throughout the organization.

These conversations led him to realize that he had the wrong people in the right roles, and in turn that his hopes for higher performance would be stalled if he didn’t make significant changes. This meant asking several employees to leave.

This CEO accepted that his dreams of elevated performance were dependent upon his willingness to make uncomfortable decisions and asked for ideas as to how he could become comfortable with feeling uncomfortable. I suggested the following three strategies.

  1. Link your discomfort with your purpose

The most important growth catalyst is to focus on the idea, hope, dream or aspiration you have for your work or personal life. What is the one idea you will not tolerate leaving unfinished or undone? Hold this firmly in your mind when it comes to moving outside your comfort zone because without it change becomes intellectual and not emotional. Feelings propel you to change faster than facts.

  1. Associate discomfort with growth

This strategy is a mental jujitsu maneuver. Whenever you feel discomfort it is a reminder that you are poised for growth or undergoing growth. Poised for growth in the sense that you’re confirming the old way of working is no longer working, or that you are undergoing change and growing. Both send the message that change is underway.

  1. Fail forward faster

Discomfort doesn’t have to last indefinitely. Remind yourself that pain and discomfort last as long as it takes to achieve the result you want. The faster you make mistakes, learn from them and regroup the faster you’ll eliminate the discomfort.

Which of these three strategies will serve you best this week?

If you’d like to learn how to fail forward faster, drop me a line at hugh@clarisconsulting.net and we can discuss how my work can reduce your time to success.

Are You In The Fast Lane To Success?

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

Are we there yet? That’s a common question heard repeatedly by parents traveling with small children. The children are so excited to arrive at what they believe will be the most enjoyable and fun destination of their short lives, they impatiently ask “are we there yet?”

As adults we too can become impatient about arriving at our desired destinations and we lose sight of the barriers holding us back from going full speed ahead. For some of my California client’s traffic congestion is a barrier, but for the vast majority of people accelerating towards what they want or need is mental.

Accelerating toward your destination of choice doesn’t happen simply because you want it to happen. You have to address five key areas: your strategy, how good you are at execution, how you deploy your talent, your mindset and leadership.

Today I want to address mindset by sharing an example of how mindset can be an accelerator or a brake for your performance.

A client emailed me to review a decision he made regarding postponing an internal project for 90 – 120 days because he felt “the timing wasn’t right.” After our call he realized two mission critical things about arriving at his decision.

  1. You Cannot Take Your Foot Off The Accelerator

In today’s world of work there is no longer a pause period after a period of exertion. It’s gone. We live and work in a world with a constant pressure to grow. In very real and pragmatic terms he could no longer win with customers by exerting himself and then resting. Why? Because there is an unending expectation from customers for him to provide higher quality, lower prices, faster turnaround times and better terms. With customers, he realized that taking his foot off the accelerator would lead to him getting passed by his competition.

  1. His Focus Drives His Results:

He also realized that he too frequently focused on what he cannot do rather than what he can do. Yes, he has lots going on as we all do, but when he focuses on what he cannot do he’s already falling behind. He realized the desire to postpone was a form of procrastination as well as avoiding the challenges he would have with the corresponding growth of the new project. By shifting to what he could do he could remain in a state of continual progress and growth.

In our phone call he realized he didn’t need to delay the project, but rather learn how to be successful and flourish in this new world of work. He couldn’t turn back time and have work be as it was 5 – 10 years ago, (more predictable and less chaotic) and said out loud, “I need to hit the accelerator and embrace this new world of work. I need to welcome the discomfort because this is where I will grow the fastest. And this whole mindset thing Hugh, it’s a game changer.”

Yes, mindset is a game changer. The rate of speed you’re making toward your desired future is a function of your strategy, how well you execute, the talent you have, your leadership and yes, your mindset. Is your foot on the accelerator of each area? Are you focused on what you can do versus what you can’t?

If you’re not, read my Mastering Your Mindset Special Report and read Habit #2 and #7 and the 3rd success strategy for both habits. They will help you accelerate faster without spinning your wheels. You can download it here.

If you’d like to learn how to hit the accelerator for yourself individually, as a team or organization, drop me a line and I’ll bring you up to speed.

Your Ideal Day Is Waiting

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

This is an excerpt from my upcoming book entitled 7 Principles of Transformational Leadership: Create A Mindset of Passion, Innovation and Growth.

Victor Hugo said, “The human soul has still greater need of the ideal than of the real. It is by the real that we exist; it is by the ideal that we live.”  I agree, but let’s be real about the ideal. Can every day be an ideal day? Probably not. Do the choices we make increase the possibility that the number of days we experience as an ideal day increase? Yes, absolutely.

Here’s my bold admonition. Living an ideal day is a choice. There’s no way around the fact that we have a choice as to how we choose to plan and live our days. Victor Frankl, the renowned psychologist in his wonderful book, Mans Search for Meaning, recounted how in the face of unfathomable horror, deprivation and cruelty of a German concentration camp, he could choose his experience. He didn’t simply put on rose colored glasses and think happy thoughts. He chose to accept is circumstances and focused on his hopes for what he would experience and accomplish after his release.

Victor Frankl didn’t delegate his choices for his daily experiences. He chose his experiences and worked tirelessly in the camp to share his choice with fellow prisoners. He unquestioningly posited that we all have a choice as to how we experience and live our day.

Yes, there are days when walking into the office knowing you will terminate an employee with two children in college and a new home is hard and challenging. No one will disagree with that. But far too often leaders see only the negative. They view work as a four letter word and see their days as filled with land mines, a relentless need to do more, do it faster and do it cheaper, and an onslaught of political, manipulative or lazy people who make your day frustrating and challenging.

Viewing your day this way has you arriving home only to greet your family and or friends exhausted, overwhelmed and incapable of a meaningful connection. This type of day has you checked out emotionally because you’ve used up all of your emotional energy simply surviving the day. Which day are you choosing? Are you choosing an ideal day of your making or a real day simply responding to the exigencies of the day?

You’re closer than you think

The good news is that your ideal is much closer than you think. It’s a simple shift in perspective or belief away. Eight years ago my wife grew exasperated sleeping next to me. My snoring was waking her in the middle of the night even though she was wearing ear plugs. I scheduled a sleep study and learned I had a mild case of sleep apnea that with a C-Pap machine allowed me to wake in the morning without the feeling of having gone fifteen rounds with a heavyweight boxer.

My sleep quality increased, but my sleep quantity didn’t. I was waking at 2:30am and staying awake for forty-five minutes to an hour. When asleep I had high quality sleep, but I wasn’t sleeping long enough.

I worked with a sleep coach; yes, there are such people, and learned that an increase in sleep quantity was closer than I thought. The perspective I brought to my sleep was that going to bed earlier was the prescription I needed. The opposite was the case for me. I needed to go to bed forty-five minutes later and by doing so I would sleep without interruption throughout the night. It was counterintuitive.

I learned two important lessons. The first lesson is that coaches are the fastest way to increased performance and the best way to make performance sustainable. The second lesson is that we are most often closer to our ideal than we can see. When we have a shift in perspective it changes the way we act and respond. By changing the way we act and respond, we change the results we’re get. Living our ideal day is that simple and shouldn’t be made any more complicated.

Where do you start?

In the previous sections you identified what you love doing, what you’re good at, and what value you bring to your team and organization. You’ve articulated what you believe and what makes you distinctive in the eyes of your most important relationships. And you’ve seen your leadership impact through the eyes of waking up, growing up and showing up. With this backdrop there are three things you need to do in order to live your ideal day. You must reframe your past, reclaim your future and recalibrate your present.

#1. Reframe your past. You have to be able to look at the negative events in your past and say, “it may not have been ideal, but here’s how I’m going to view these events and what I’ve learned.” In choosing to focus on what is positive you become highly resilient and it shapes your reactions and behaviors in positive ways. This can be hard at times, but reframing negative experiences into positive ones is incredibly powerful and within your control.

#2. Reclaim our future. In order to have high hopes for your ideal day there must be hopes, dreams, aspirations or big ideas that have grabbed hold of you and that you have said yes to. Big dreams or aspirations leave us acting like a gambler who goes all in. In that moment the conversation is “under no circumstances will I take no for an answer on this type of personal and professional life in 2016. This is the life I am claiming.” When you live your leadership purpose there’s no way out and there is no backdoor. When you say, “I will accomplish this.” you have reclaimed the idealized day you have in mind.

#3. Recalibrate your present. Recalibrating your present requires discerning what things you should not do again what you absolutely should do again. This strategy requires recalibrating what worked and what didn’t work over the course of the last year. What was something that accelerated your performance and your sense of satisfaction? What created hope for you, and what created anxiety? Identify the areas of your present that will get in your way and do whatever you can to reduce them or eliminate them. Find those things that are going to help you create greater growth and double down on them.

If you reframe your past, reclaim your future and recalibrate your present you can live your ideal day. But be fair warned. The most revolutionary act you can ever take is to claim your ideal day and to move toward it with faith, confidence and a deep sense of resolve. When you articulate your ideal day it’s essential that you share it with someone you trust and respect. When you share your ideal day and that you are pursuing it, it becomes real and tangible. It doesn’t mean everyday will be ideal, but it does mean the number of ideal days you have will increase appreciably.

Are You Surviving or Thriving? Both Are Your Choice

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

One of the most prevalent issues executives and entrepreneurs face today is a feeling of being overwhelmed, over-scheduled and overburdened. What I see continually is that the absence of down time or white space in their calendar leaves them running from meeting to meeting and feeling pressured to make decisions quickly and oftentimes with insufficient information. The underlying belief is that they must do more, with less, do it better and still delight the customer. This leaves the majority of people feeling drained, marginalized and seeing work as a long slow slog through enemy territory on their bellies with bullets flying over their head.

There is an opportunity if this is your situation. The opportunity is that there is a replicatable process for not only making progress amidst the chaos that is your everyday work life, but for making decisions faster and more reliably regarding business success. There is a challenge also. The challenge is that the mindset most executives and entrepreneurs have restricts them from believing anything they do will positively address the situation. You can read more about this mindset in my Mastering Your Mindset Special Report.

If you want to experience greater enthusiasm for your work, to create higher levels of employee engagement, and drive increased execution on strategic initiatives, the following best practices are used by my most successful clients and will work for you also.

#1. Make a different choice

The first and most important best practice is to recognize that you have a choice as to whether you maintain your current state of affairs or do something different. You cannot control the situation presented to you each day nor can you control the exigencies of your day, but you most certainly have control over how you respond to them. You know this but need reminding that you have a choice.

Choose to break any patterns that no longer serve you well and actively choose to create your ideal day and life. You may find yourself saying the same thing that one of my recent Mastering Your Mindset Intensive graduates, Phil Hoffman, said. He said, “When Hugh asked me to define My Ideal Day, I thought “I can do that, but I doubt I can live it.” Phil was committed though and made a different choice. You can too.

#2. Start small

Getting back in shape is not done overnight. When I was twenty years old I broke my leg and for twelve weeks was on crutches with a cast up to my groin. I gained twenty pounds (I was depressed and ate more potato chips and dip than I care to admit), sat on the couch and felt sorry for myself. When the cast came off my leg muscles were atrophied and I couldn’t run from one end of our driveway to the other without getting winded. Yes, we had a long driveway.

I learned at an early age that setting small goals of running the driveway once was a great goal, and that running ten yards farther the next day was a great small success. In our busy lives the vast majority of us are impatient for faster progress, but learning to see small progress accomplished daily, works wonders.

#3. Have a success list

Success lists are game changers. When you keep a list of your successes or accomplishments daily, over time you will see your success and progress in black and white. Success lists allow you to stand back at the end of your week and see clearly where and how you’ve been successful.

Each day before you leave your office write down 3 – 5 ways you were successful and keep track for four weeks. This will be a game changer in your perspective.

#4. Focus on progress not perfection. There is only one area of my life where I have reached a state of perfection and that is being dissatisfied with my current level of perfection. I was raised in a family that “good enough” was not good enough. I could always and should always do more. That’s a rough way to live your life.

Today I work at being content with daily progress and am significantly better at doing so, but am still a work in progress in this regard. But, I’m making progress.

#5. Hire a coach

Without a doubt having a coach or mentor has made the biggest difference in my life. My coach is Alan Weiss. Alan is by far the best coach for consultants like myself and has helped me not only grow my business, but also live my personal and professional life more boldly, abundantly and more generously. Without Alan my new book would likely not be released in June. Coaches help you grow faster and more reliably than we can on our own.

My predictions:

100% of you that choose not to implement one or two or three of my best practices will remain frustrated, employee engagement will falter, performance will decrease, and you’ll never achieve your or your teams full potential.

50% of you will read this and agree with it conceptually and do nothing with it. Not because you’re lazy, dumb, or disinterested, but because you’ll likely be hit with a mission critical issue and will veer off course and forget to come back to it.

25% of you will start one of the best practices and do it for one to two weeks and then stop. You won’t see the immediate results and see the best practices as ineffective and neglect to consider your implementation.

15% of you will get results quickly and conclude after two to three weeks that your bad habits and negative thoughts have been addressed successfully. You’ll think you’ve got things conquered and over the next four to six weeks you’ll regress back to the mean of your prior behavior. Your success will be short lived.

10% of you will commit to making a choice to cultivate one or two of the best practices and make them new habits. You’ll choose differently, set a plan and work your plan, you’ll track your progress and have a coach or mentor help you grow faster and more reliably. For this cohort of people they will do great work, live an abundant life and convert work from a four-letter word into the highest expression of what work and life can be.

Which group are you in? If you want to be in the top 10% and would like my help getting there, drop me an email at hugh@clarisconsulting.net and we’ll discuss how I can help you create greater success faster more reliably and with a whole heck of a lot more fun.

Three Steps For Attracting Your Ideal Customer

Tweet about this on TwitterShare on FacebookGoogle+Share on LinkedInEmail to someone

One of your key metrics as an executive or entrepreneur is how fast and profitably you’re able to grow your business. One of the easiest and least costly ways to grow your business is through referrals from existing and happy customers. Referrals are the platinum standard for business growth because they have a near zero cost of acquisition and the sales cycle is reduced significantly.

The power of a referral is as simple as a good friend telling you about their favorite new restaurant, movie, financial planner or car dealership. The likelihood that when you’re in the market for a movie, restaurant, financial planner or car dealership, their recommendation will prompt you to act on their recommendation.

How can you increase the number of referrals you receive each month to an ideal customer? There are three ways to increase the number significantly.

Raise The Bar

This is the foundation for getting referrals. If you do work that makes the life of a customer easier and better you are doing work that is referable. A dentist for example who comforts a nervous patient and makes their dental experience pain and anxiety free has raised the bar as far as what the patient thought was possible, and by doing so has opened the door to receiving referrals.

Key Question: What is the one area of your business you can or need to raise the bar, and by doing so will have an advantage over your competitors?

Elevate The Customer

This second step seems to be below some businesses. While in San Francisco recently I had two dining experiences in highly regarded restaurants. The first was in a very good restaurant with excellent food, but whose attitude from the hostess to wait staff was one of “you are lucky to be here.” The customer was in many regards an interruption and not a welcome guest.

The second restaurant was equally impressive in their food quality, but whose attitude was “we are so lucky to have you here.” They smiled, enjoyed their work and were enthused about making each guest not only feel comfortable but important and welcome. They believed that the customer truly came first and it showed.

Key Question: How are you exemplifying that the customer comes first in your business? Is this distinctive in the eyes of your customer? Would your customer agree with your assessment?

Blow Your Own Horn

The hard truth is that nine out of ten of the businesses I’ve worked with don’t ask for referrals because they’re afraid to ask. They’re afraid they will be turned down, make the customer feel uncomfortable or possibly lose the customer permanently for having asked. So they sit quietly on the sidelines hoping they will receive referrals.

When you believe that you provide exceptionally high value, your reluctance to blow your own horn goes down appreciably. In last weeks Monday Morning Mindset I outlined how you can gain a competitive advantage. Adding to that, I will say without hesitation or reservation that knowing your competitive advantage and what value you provide is the catalyst for sharing prominently what you do and how you help customers. You are not boasting or bragging, but rather helping people to become more successful.

Key Question: How confident and comfortable are you in communicating your value in clear and compelling ways? Depending on your answer, how much will your answer impact you blowing your own horn?

Regardless of your role in an organization, receiving a consistent flow of introductions and referrals to your ideal customer is essential for success and growth. Which of these three steps do you need to address this week?