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Building Community Through Better Relationships

Whose Ways Are The Best Ways?

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Wisdom comes from good judgment. Good judgment comes from experience. Experience comes from mistakes. Mistakes come from bad judgment. ~Chinese proverb
A young student sternly resisted coaching that emphasized him improving his discipline. Stereotypicaly, the youth smugly proclaimed that the old ways do not work anymore. The hilarious irony is that preceding generations said the exact same thing! The best practices of any particular generation over another generation are irrelevant. Maturity emphasizes wisdom. Youth worships innovation. Both perspectives are right, and self-serving. Wisdom is slow and innovation is reckless. Unfortunately, the two perspectives rarely align. Nevertheless, progress continues. Yet, how do these opposites manage to coexist?

Wisdom
Maturity brings a sense of deliberation. A student boastfully tells his teacher that his programmable calculator can solve the math problem. The teacher emphasizes the importance of thinking. The student’s priority is the right answer. The teacher wants students to understand the principle because students will need to apply earlier principles to learn new ones. The student wants to get his A so that he can he can enjoy his rewards for good grades. Regardless of which approach prevails, the point is to align goals. Wisdom is an accumulation of knowledge and experiences. It involves success and struggle. Each generation endures struggle. Developing the tools to engage and overcome struggle is essential to growth. Shortcuts are great until someone needs a bridge to go farther.

Innovation
However, innovation creates bridges. Applying tools and experiences that result in unprecedented thinking solves future problems. Most certainly, the past clearly teaches that the future presents new problems. However, innovation results from making mistakes and correcting them. It rewards taking established knowledge and improving it. No one gets an iPhone without someone first having a Palm Pilot. Mistakes are learning opportunities. Judgment can only be developed through trial error. Innovation provides new advancements, yet fundamentally they produce new problems that must be solved. Recklessly pursuing progress without embracing the obstacles along the way leads to ignoring the lessons that set the foundation. Skyscrapers are not built from the top down.

Takeaways
Ultimately, learn the rules and then break them! Mistakes are opportunities to do it better. Upon making enough mistakes, the result can be a better opportunity. Viagra was a failed attempt for a better drug in treating high blood pressure and a certain heart condition. But, the pursuit of perfection could have easily stopped Viagara’s other benefits from ever being realized. Nevertheless, pursue the right answer. Also, pursue the knowledge that accompanies it. Accept the wisdom of earlier lessons, and their mistakes. Embrace the new knowledge that results, as well as the pain of failure. Coaching facilitates this purpose. The old ways may or may not be best, but they provide the path to using experience for the greater good. Learn. Fail. Grow. Repeat.

By Glenn W Hunter
Managing Director of Hunter And Beyond, LLC

 

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November 15, 2017 Posted by | Better Communication, Better Community, Better Person | , , , , , , , , , | Leave a comment

We Broke It Better

Miles & Herbie

“I played something that was technically wrong…” as shared by legendary jazz pianist, Herbie Hancock, referencing a performance with mercurial jazz giant, Miles Davis. Hancock continued “… I thought I had just destroyed everything. Miles played some notes and he made my chord right. I judged what I had played; Miles didn’t.” Despite his immense talent, Hancock was upset after making a musical mistake despite the piece’s complexity. Equally, he was concerned about the error’s consequences in front of a notoriously exacting taskmaster. But Davis methodically approached Hancock in the middle of the song, before an enormous crowd, then used his horn and moved the music back on track. The outcome was better. This is pure leadership!

Reason for Being Here
Every contributor has a specific purpose. Whether overseeing a complex international operation, or being that guy where “You had one job to do!”, acknowledge the reason for the selection. Sometimes the reason is simply availability. Then, be available. Other times, it is specific set of skills the very few people possess. Nevertheless, embrace the fact that additional gifts can be applied to the most basic responsibility. If the role involves managing others to achieve specific goals, then enforce the processes. If the role includes leading other leaders, then articulate strategy and expected outcomes.

In all situations, specify necessary skills to accomplish the assignment, then permit unique imagination. Leaders prepare for unexpected contingencies by being alert and receptive to innovating for better outcomes. Embrace unforseen possibilities in pursuing goals. Mistakes happen. Creativity corrects them. Value all contributions and deploy them with a singular focus on success.

Contribute Unique Gifts
After accepting an assignment and launching its execution, prepare to deploy all available assets in accomplishing the task. Expect to manage contingencies. A business task force may require a marketing expert. Instead of grabbing the nearest MBA, identify a proven problem solver. Effective leaders identify the most effective option for specific tasks. A proven problem solver with marketing experience, and an MBA should do the trick.

Bring them on board with clear expectations of maximizing their gifts. The most obscure life experiences have value. Great leaders inspire followers to exceed their individual expectations. Transcendent experiences result when every contributor brings all their attributes and is ready to contribute them. According to Shakespeare, “Some people are born great, other people have greatness thrust upon them.” Don’t be that guy who is unprepared to deliver when greatness is thrust upon him.

Conclusion
Returning to Miles Davis’ intervention, his correction produced a more innovative and musically interesting results. Hancock was relieved and Davis seized another opportunity to demonstrate his immense genius. Davis affirmed Hancock’s reason for being there while simultaneously validating his enormous talent.

Too often, in the eagerness to contribute, the journey’s purpose gets lost. While the destination is important, identify other benefits within the mission. Pursue goals with intense focus and attention, yet seize growth opportunities. Unexpected detours occur. Still, pay attention to the journey. The experience is equally important as the accomplishment. Embrace errors. Then, learn from and build upon the genius of innovative solutions. The result invariably leads to improved processes benefitting future accomplishments. But first, break it better!

By Glenn W Hunter
Managing Director, Hunter And Beyond, LLC

 

November 8, 2017 Posted by | Better Communication, Better World | , , , , , , , , , , , , | Leave a comment

Train Up A Teen

SEL Child

Mark Twain said, “When a child turns 12, he should be kept in a barrel and fed through the knot hole, until he reaches 16…at which time you plug the hole.” The Old Testament raises the issue of disobedient children. And, today because we have the internet and artificial intelligence, children are supposed to know better and be more obedient. Regardless, where the blame lies across generations for children, teens and young adults are still reluctant to accept advice and wisdom from their elders. Instead of yelling louder, perhaps authority figures should listen more. Equally important, they should listen earlier. And, that listening from authority figures begins with parents, teachers, and youth leaders. By modeling listening behaviors, young people will be more likely to apply listening skills. Too often, youth cannot hear words from adults because their actions are too loud.

Engage
Dialogue by definition is bilateral. Social Emotional Learning (SEL) is a tactic that develops young people by cultivating specific communication tools. This tactic delivers tools to young people to articulate their pain. A straightforward example is the focus on bullying. SEL provides tools to help process the blizzard of emotions and destructive behaviors associated with youth aggression. Power, control, frustration are all elements of bullying. By engaging youngsters they have opportunities to begin processing root causes of these activities. Furthermore, they gain insight to their consequences.

To promote growth, authority figures must acknowledge and accept the privilege to teach, guide and mentor young people. Too often teachers assume they are right because they have spoken. Through emotionally connecting with young learners, teachers forge a path for truth to emerge. They earn the privilege to be right upon achieving awareness that students received the information. Fundamentally, engagement establishes an emotional connection that results in communicating information to a listener equipped to process it.

Respond
Assuming authority figures know best is a slippery slope, especially when interacting with young learners. Responding with right answers is too simplistic. Assuming away the learners’ emotional state because rational facts are presented is a disservice. Treating academic facts as irrefutable truths compounds the problem. Instructors ignore their learners’ emotional filters at their own peril. Students cannot accept facts if they do not trust their source. More importantly, they cannot respond properly to new information without an emotional connection to the facts. If the communication filter is clogged with learners’ confusion, pain, insecurity and hopelessness, then the facts never reach their understanding.

Pressures to understanding, embedded in young people, have changed dramatically in the last generation. Today’s adult parents of school age children are too old to have been cyber-bullied in elementary school. The argument that bullying is bullying is the equivalent of saying that a library’s card catalog has the same research capacity as Google. Sensitivity to the differences in acquiring and processing information is essential to communicating and educating. Teachers who exercise insight to students’ social-emotional needs have a tremendous advantage in conveying information. Developing and exercising abilities to identify and respond to felt needs is an advantage resulting in better learners.

Takeaway
Training young people to learn and apply their knowledge productively is an old priority. “Train up a child in the way he should go; even when he is old he will not depart from it.”, is a lesson from Proverbs 22:6 (English Standard Version). Communicate, listen, respond, listen some more. Listening is not the pause while waiting for the next turn to talk. Empower students to process information that they receive, not just accept the authority’s experience as the only option. Even if the authority’s path is best, it does not necessarily reflect the individual youngster’s reality. Teaching is empowering learning to occur; it is not spewing knowledge. Learning socially, emotionally and intellectually requires delivering knowledge using proper tools so that intelligence transfers. The youngsters’ ability to progress and function depends on it.

By Glenn W Hunter
Managing Director of Hunter And Beyond, LLC

October 20, 2017 Posted by | Better Communication, Better Person, Better World | , , , , , , , , , , , | Leave a comment

ABO: Attitude Behaviors Outcomes

Bootcamp Obstacle Teamwork

Getting teenagers to achieve meaningful changes for their future benefit is an enormous task. Young people routinely alter their life trajectory every ten, social media – driven, seconds. Nevertheless, creating positive change happens. Goals and timelines are established. The journey begins. However, progress is impossible without a strong foundation. Regardless of age, obstacle, or circumstance, significant achievement only occurs with a strong foundation. Three cornerstones establish the structure to change teenagers, parents, professionals, or anyone else interested in progress.

Attitude
Considering young people, if “attitude” and “change” are seen together, the word, “bad”, is nearby. However, attitude is simply, “a settled way of thinking or feeling about someone or something, typically one that is reflected in a person’s behavior.” Most importantly, attitudes can change. Individuals must want or be incented to change. Nevertheless, change is possible. To improve, it is necessary. By creating a positively accountable group, peer pressure can help facilitate growth-oriented change. Daily reinforcement of group benefits and goals gives the team permission to police itself. When “it’s all about us kids”, they own the improvement. They own the results. Their attitude ignites their winning drive! The leader merely points it in the desired direction.

Behavior
“If you can believe, you can achieve” is a clever quote. The achievement part requires work. Changing behavior requires work. Establishing structured activities is essential to creating a framework where that work happens. Different habits are introduced. The habits do not necessarily have to be new. But, they must be different than previously ineffective habits. Simple actions like choosing a different seat, selecting the first activity, picking their own nickname qualify. Individual ownership within the group framework instills ownership of progress. When every individual inside the group owns a decision that leads to group success, individual behavior matters. Furthermore, members become eager to exercise their new power so that their next behavior matters. Personally, each contributing individual can own the results.

Outcome
The foundation’s final piece features consistent focus on the ultimate result. Each individual must know their contribution matters. Everyone must share a stake with their teammates. This mindset only develops through consistent reinforcement that is established early and communicated often. Measurable goals work best. While individual goals create ownership, emphasizing cooperative benefits encourages teamwork. The rewards do not have to be equivalent. They must be individually meaningful. And, the rewards must be celebrated! Established outcomes are essential to successfully executing this process. Leaders who mutually serve the individual and the team reap the greatest benefits.

Takeaways
This process works for kids. It works for adults. Communal success and ownership of results is culturally hard-wired. Leaders do not need to dictate the result. Effective leaders are secure in knowing that they drove the result. They also know that their followers are ultimately responsible for executing the result. The purpose is success, not credit. Attitude, behaviors, outcomes represent the foundation. Reinforcing this foundation builds a stronger structure. If young people can be successful with this framework, imagine the success available to them when the stakes are higher!

By Glenn W Hunter
Managing Director, Hunter And Beyond, LLC

October 5, 2017 Posted by | Better Community, Better Person | , , , , , , , , , , , | Leave a comment

Compassionate Leadership Starts Early

Diverse Teen Leaders Group

A recent Mastermind Group meeting of civic-minded business leaders took an unexpected turn. A sidebar conversation turned toward social emotional learning. Ironically, the conversation started between two members who shared a common background with an organization identifying more with manhood, than anti-bullying. They surprisingly discovered that they also shared a passion in equipping youth with tools to build self-esteem and coping skills. Together they explored how their resources could jointly leverage greater contributions to healthier student communities. How do you inspire youth communities to build a more cooperative foundation? Start with developing leaders who understand how to respectfully engage their community!

Compassion
Compassion is not typically connected with leadership initially. However, for effective leaders to move followers toward results, they need to connect emotionally. Obeying because the leader said so, is a dangerous tactic. Empires fall when leaders demand blind faith and receive it. But connecting emotionally with a team is essential to gaining clarity for achieving the group’s vision. Emotional connection establishes followers who buy into group goals. High performance results because the group believes, not because they are compelled.

To establish such trust, communicating is vital. Effective listening is essential. Social emotional skills cultivate individuals to express their honest needs and expectations. Toxic leadership traps like groupthink are exposed and neutralized by honestly sharing ideas and priorities. Effective leaders can then embrace their groups’ needs, and benefit from their input and contribution. The best leaders understand the importance of intently listening before forming strategies. Imagine building communities based on fulfilling the growth of its members, rather than egos of its leaders.

Strength
“A leader without followers is just someone out taking a walk.” Effective leadership is truly strength with compassion. It involves vision. It focuses on service. By definition, a leader must have followers. For influencers in any particular community, identifying power brokers with a following is a common tactic. So is discerning where to locate available funding. Networking among ambitious changemakers often follows that path. However, connecting with pockets of influence that share an emotional bond also wields power. To harness strength in numbers, create alliances with the strongest bonds.

Nevertheless, to sustain strength, communal needs must be met. Communal needs prioritize the needs of the many, not just the powerful. Long-term strategies seek to cultivate the masses in advance of any rise to power. Therefore strategically, give future leaders the skills that they need to maximize their community’s potential. That community’s future resides in civil communication, then building emotional bonds. Teaching tools to communicate intellectually, as well as emotionally, creates leaders that cultivate engaged followers by serving their innate priorities. Subsequently, their strength results from aligning them with their broader good.

Takeaway
Functional and compassionate youth have a higher likelihood to become functional and compassionate adults. By giving leadership opportunities earlier in the youths’ development, communities improve the likelihood of growing through a spirit of cooperation, rather than fear. The local high school’s quarterback who also trains as a youth group leader acquires the capacity to develop skills to listen and lead into future service. The neighboring school’s chess champion and lead cheerleader can easily channel her developed skills in strategy, leadership, and enthusiasm into a path leading to legislative greatness. The social emotional tools are available for delivery. For those unconvinced of the importance of developing these skills, try not holding your belongings closer, or confirming that your weapon is accessible, the next time a group of raucous teenagers walk toward you at night.

By Glenn W Hunter
Principal of Hunter And Beyond

September 13, 2017 Posted by | Better Community, Better Person, Better World | , , , , , , , , , , , | Leave a comment

Outwork The Next Guy

running uphill

Two hikers walking in the woods come across a large bear playing with her cubs. Mama bear roars at the hikers! While both hikers try to remain calm, one hiker reaches into his bag and slowly pulls out his sneakers. Mama bear roars again while deciding whether to maul the intruders or just scare the people. The second hiker whispers, “You will never outrun that bear.” As the first hiker finishes tying his second shoe he quietly responds, “I don’t have to outrun the bear; I only need to outrun you!” The first hiker clearly understood what many competitors miss. He does not have to defeat all competitors, he just needs to outwork the next guy.

Be Prepared
“Fortune favors the prepared mind”, according to Louis Pasteur. Preparation comes before success alphabetically and procedurally. Who really packs tennis shoes to go hiking? Preparation is not a singular event. It is a habit; a mindset! Obsessive preparation halts progress. Everything is planned and nothing happens. But, purposefully planning to win works.

Effective preparation begins with the end in mind. Defining goals is a great start. Defining success is another essential element. If the plan is weight loss, then identify a target amount. If the goal is to earn a million dollars annually, then personal results dictate earning $500 per hour for a plan to work 40 hours per week and enjoy two weeks vacation. Setting goals, creating a plan, and executing that plan is essential to success. Unfortunately, performance does not occur in a vacuum. Achieving lofty goals demands outworking others.

Get Started
“A journey of 1,000 miles starts with a single step.”, according to Lao Tzu. So, what’s the first step? In academic settings, students receive a syllabus which outlines class expectations and guidance for how grades are calculated. Reading the syllabus is a great way to get started toward earning an A. Competitive athletes start preparing for the next season after a brief period of rest and healing, by targeting specific skills to improve. At that performance level, the competition is particularly fierce, leaving little room for backsliding.

But, preparation is just the start. Next, repetition becomes the focus. Identifying areas of improvement is useless without dedicated skill development working toward progress. High performance results from preparing, starting, and executing. Each step closes the gap toward the goal. Measure progress. Keep score. Tenaciously work toward specific metrics to stay ahead of the competition. And, if progress is unsatisfactory, then reevaluate preparation and the plan. Confirm that the stated target is the desired outcome. Changing routines for better results is allowed.

Back to the hikers, packing sneakers in the bag was a great idea. However, if the hiker was grossly out of shape, escaping the bear is futile. Good preparation without dedication toward improvement leads to being mauled by a bear. Prepare, start, execute! Regarding results, consistency applies equally to collegiate athletes and second grade students; the same for social workers and CEOs. Most importantly, collaborating with the other guy that you outrun, elevates both of your performance. Iron sharpens iron. And, if you are both prepared, then get started, and execute with excellence, you both may outrun the bear!

By Glenn W Hunter
Principal of Hunter And Beyond

July 26, 2017 Posted by | Better Person, Better World | , , , , , , , , , , , , | Leave a comment

Defeating the Enemy Within

OVER-COMING-OBSTACLES2

Why do heroes always win? Because winners write history! Upon emerging from the battlefield, heroes create the legend. However, conflict and competition does not produce winners without producing ancillary damage, or unintended consequences. Sometimes winners lose comrades, integrity, or dignity. Nevertheless, no one else cares much about the failures that heroes endure on their way to epic accomplishments. Heroes simply win! But inside, winners know the sacrifices, scars and compromises involved with victory. So, how do they manage that internal conflict?

Emotion
“If there is no enemy within, the enemy outside can do us no harm” is an old African proverb. The enemy within magnifies vulnerability. Fear, insecurity, emotional baggage can cripple any effort. The emerging victor must first overcome their internal conflicts. The successful combatant must be emotionally superior to their adversary. They require more resolve and focus. Unyielding belief in victory is an exceptional advantage. Feel the fear and do it anyway!

Realize that fear is a notable weapon. Winners first attack opponents with heavy doses of negativity. In the heat of battle, “it does not matter whether I win or lose. It matters that I win and you lose!” In individual or group competition, projecting a losing mentality on the opponent creates huge advantages. Before engaging the enemy expose weakness in their character, their cause, and their core beliefs. Strip away the adversary’s why! Create doubt. The winner’s story will read that he crushed his enemy. In reality, he defeated the loser in the mind before even attacking the body.

Logic
To secure their inner advantage, winners must eliminate their own disabling thoughts. Kick out the enemy within! Confidence is fickle. Bravado is relatively easy to conjure and project. Real courage is trickier. Logic is an empowering agent. Identify core advantages. Size, strength, intellect are tangible attributes. Find advantages and create a battleground based on those characteristics. Logic has to make sense. It does not have to be accurate. Create logical structures to trick opponents into seeing obstacles that you wish to impose as the winner. Convince enemies that giants are waiting to kill them. They never have to know the giants are only windmills.

Victory ultimately relies on tactics. Whether deception or brute force create advantages, winners still must execute their plan. A combatant can psyche himself up to start, but eventually in the heat of battle, he must believe in his advantages. The enemy within who is a secret coward, must build a belief structure that has confidence in their attributes. Superior execution, according to a plan, becomes the dominant weapon once fear has been placed in the opponent and the winner performs with precision.

Is it emotion or logic? Both provide advantages in overcoming adversity. Master deploying one or the other… or both. Use tools, like obedience and faith, to remove internal obstacles, then focus on explicit goals. Whether the combat is a physical conflict, or a personal best performance, bring both a logically structured plan and an inspired mindset to the battle. Create a plan and execute. Personal success depends on it. Individual victory requires it. Defeat the internal adversary. Then, march over external enemies’ decaying carcasses. Write the epic story of your resounding conquest. Then, dominate your next challenge with confidence, experience and success.

By Glenn W Hunter
Principal of Hunter and Beyond

June 22, 2017 Posted by | Better Community, Better Person | , , , , , , , , , , | Leave a comment

Accountability To What?

Buffalo Stampede

A herd of majestic buffalo rumble across the prairie creating a deafening roar. The ground literally shakes as they hurry in loosely orchestrated chaos. Upon reaching a cliff each one races beyond the edge and crashes into the rocks below. The insanity of the thundering group is catastrophic. At least, the group reached their tragic demise together. Buffalo herds, like traditional organizational structure, are built on blind loyalty to the larger group. Their success assumes higher collective intelligence. Sometimes, groups are wrong. People get hurt. Who was in charge?

Improving Performance
Leaders are established to help groups achieve specific results. Considering that such groups are collections of individuals seeking a common purpose or goal, leadership provides a structure facilitating that achievement. Particularly with time-sensitive goals, everyone running faster is a reasonable tactic. But, what about the individual? Is there contribution valued? Or, are they expected to be a component of some unknown, or loosely defined, plan?

Optimally, a group that unites for a specific goal features contributing members. By accessing more individual input, the group potentially benefits from increased output. A good plan is necessary. Additionally, it requires a leader taking responsibility for execution. By getting individuals to improve their input with better contributions, leaders coordinate and enhance results. In the absence of a leader, too often one emerges who will accept responsibility and the glory. But, does this truly meet the members’ of the body individual needs? Who is accountable?

Changing Behavior
Actually, leadership’s challenge is meeting the individual needs of the members of the body. The old saying, “If you want to be a leader, grab the baton and get in front of the parade.”, is both witty and frightening. Declaring a leader in the absence of one, does not mean the group’s needs are prioritized nor met. It definitely does not mean that individuals’ needs are prioritized and met. Yes, the leadership box is checked. Now, the herd is prepared to be led off the cliff, instead of randomly charging off it.

New and improved behavior requires individual accountability. To get behavior to change, every member must find individual benefit. When real leadership is applied effectively, processes and opportunities exist to develop individuals within the group’s framework. The body does not need four well developed arms to maximize performance. It needs two functional arms and two functional legs to perform in accordance with the established design. Sustainable results happen when individual components develop in alignment with the group’s success.

Essentially, the leader needs to equip group members to develop fully. The group members need to be equipped to fulfil their individual goals. Sounds like a lot of selfishness in the name of the team. However, individual self-interest is not selfishness. And anyone who claims that it is, secretly is unhappy that they do not have the group’s blind loyalty. Improving performance is easy. Changing behavior is hard. All members must contribute toward accountability to align behaviors. Otherwise, the result is ineffective leaders who essentially join the group in running off the nearest cliff.

By Glenn W Hunter
Principal of Hunter And Beyond

April 20, 2017 Posted by | Better Business, Better Community | , , , , , , , , , , , | Leave a comment

Prepare to Win, Perform to Win

allen-iverson practice

“We’re talking about practice. Not a game!… We’re talking about practice.” Hard core professional basketball fans still love quoting Allen Iverson’s practice rant from 2002. Iverson was making a point about the importance of performing even at the risk of minimizing preparation. Despite being an exceptionally unique and productive performer, history argues that he may have benefited from better practice habits. Unsurprisingly, in other competitive arenas, like business or entertainment, that truth regularly faces performers. Yes, we are talking about practice!

Preparation
Preparation for superior performance is not a singular act. Musicians practice regularly regardless of immediate performance obligations. Likewise, highly accomplished business professionals routinely identify opportunities for additional training in their areas of expertise. In fact, over-achieving professionals, will take time to train others in order to sharpen their own mastery. The preparation involved in their presentations promotes peak performance. The process clarifies their best thinking so that they can effectively provide maximum value to their audience and marketplace.

School children learn that practice makes perfect. Athletic coaches are fond of saying, “Perfect practice make perfect.” The truth about preparation regardless of the field, is that it is a necessary part of the process toward excellence. The more repetition endured in preparation, the better prepared the competitor will be to maximize their performance when the stakes are highest. Undoubtedly, talent provides several advantages. Yet, skill can be developed and improved. Preparing to perform is a skill that in turn enhances skill. This two-step tactic delivers superior results.

Performance
So, what happens when it is time to perform? And, how important is experience? Simply put, more experience produces better performance. When stakes are highest, no professional performer really wants to be searching for a solution. More practice, more preparation, and more learning activities eventually result in better equipped opportunities for superior performance. “If you stay ready, you don’t have to get ready.”

Skills and knowledge necessary for peak performance have typically already been explored. Perhaps a coach is available to share their experience in managing potential situations. Perhaps the repetition of intentional and intense practice included multiple scenarios expected to occur in competition. Successful sales professionals consistently rehearse and refine their pitch so that they can effortlessly overcome objections and conquer competitors. “Fortune favors the prepared mind.”, according Louis Pasteur. Take the time to prepare in your area of expertise so that your knowledge and discipline are engaged to propel you to targeted success.

The benefit of practice is that the prepared mind secures the advantage. In any competitive endeavor, the competition most likely expects to win, also. The nature of competition demands outperforming an opponent. Practice provides the edge. Structured and disciplined practice provides a bigger edge. Regardless, of the field, winning through competition produces rewards. Generate more sales, score more points, raise more money, discover a cure faster, save more souls. Winning is not an event; it is a process. Target the results. Prepare to win. Perform to win. Embrace the rewards.

 
By Glenn W Hunter
Principal of Hunter And Beyond

April 13, 2017 Posted by | Better Communication, Better Person | , , , , , , , , , , , | Leave a comment

Building Relationship Is For Them

 

Hall Crowd

Who doesn’t want to be loved? Some people seem to attract strangers who are willing to share their life stories. Whether they have an empathetic ear or a trusting face, these lucky listeners have people approach them with personal details. The best of these folks embrace their abundant relationship trait. Patience is often a common characteristic. An electric smile emerges as a sure sign in other cases. Nevertheless, recently two friends laughed over really good coffee about how they manage the unusual attraction of people who willingly over-share.

Music
Friend One is a musician who has a full dose of the relationship trait. As a working musician, he finds himself in assorted halls, theaters, and churches where he encounters diverse fans. Invariably, after a set, fans and listeners are inclined to pull up a chair to share. Friend One believes his highly evolved ear makes him a gifted listener.

He receives their input by listening intently. Too often, people do not really want someone to solve their problems; they want someone to listen to them. They equate listening with caring. Because Friend One listens well, his audience believes he cares well. Consequently, they share well and in turn, experience relationship. Friend One’s gift is establishing connectivity with people who need it. The music is simply a vehicle.

Lecture
Friend Two on the other hand, is a lecturer. Whether teaching, presenting, or consulting, he dispenses knowledge for listeners to apply. Establishing rapport is a skill he has developed over time. But in order to personalize information, he has to understand his audience in as much detail as possible. His primary skill is questioning.

Great lecturers do not necessarily create knowledge. But realize that knowledge is more readily available now than at any time in history. A great lecturer personalizes the knowledge. They present information in ways that multiple individuals in the audience want to receive it. Consequently, asking the right questions, while sharing information to ensure understanding, is an exceptionally valuable attribute. And, as the audience responds, either by individual or as a crowd, the connection becomes more firmly established. And, whether the bold learners address him during Q & A, or the extremely bold learners approach as he packs his materials to leave, Friend Two reinforces connection by exchanging more information individually.

Fundamentally, connecting with people happens at an emotional level. President Theodore Roosevelt stated, “Nobody cares how much you know, until they know how much you care.” The conversation is just the foundation. The listening and connecting is where the value happens. Relationship is the foundation of human and commercial value. Would you buy your morning coffee from someone if you do not believe it is going to be good (or at least dark & hot)? Whether the power comes from listening or questioning, it is the personalized dialogue that expresses caring. And caring is the foundation of relationship.

So, in building relationship, how do you express caring? When are you most receptive to connecting?

By Glenn W Hunter
Principal of Hunter & Beyond

April 5, 2017 Posted by | Better Communication, Better Community, Better Person, Better World | , , , , , , , , , , , , , , , , | Leave a comment