Achieving Business Excellence with John Spence

I Hate Motivational Bullshit

Rich-man-1102x620I get sick of all of this motivational bullshit… “Just meditate on it and the universe will bring it to you… You were born to be great and change the world … If you say enough positive affirmations, you will become a billionaire.” NO, NO, NO and NO.

You can achieve success, wealth, happiness, respect, notoriety, fame, power – whatever you desire – if you’re willing to pick a clear direction, create a solid plan and work your ass off. Nobody becomes a billionaire by just “believing” that it will happen. The universe does not align to create your perfect life – you create it. I love great motivational quotes, I read them all the time, but I know that at the end of the day it is up to me to make my life better. If I don’t put in the work – nothing will happen.

I guess I’m being a little harsh here, but I meet so many people that do almost no work but hope their life will be amazing. I mean, if the things they said in the book “The Secret,” actually worked, we would have world filled with skinny, good-looking billionaires. Let me make this Awesomely Simple: Hope is not a strategy. If you want to have a better life – you have to get better. If you want to achieve more success – you have to add more value. If you want to be wealthy – you have to do something that other people are willing to pay a lot of money for. There is no silver bullet, no secret to success, no easy way to become insanely wealthy. If you look at any person that is massively successful… they worked very, very, very hard to get there. I challenge you, I really challenge you, to study anyone that has become hugely successful and tell me that they did it without any effort or work. Every single person that has achieved at a very high level, has worked at a very high level to create insane amounts of value in the marketplace. The key though is to do something you’re passionate about, something that you truly love, so that all that effort never really feels like work, just a wonderful and challenging journey on the path to you creating an incredible life for yourself.

Love, John

 

90 Quotes That Will Change The Way You Think

I was surfing the web and came across the following blog on Marc and Angle Hack Life: Practical Tips for Productive Living. Their 60 are awesome, but I added another 30 that were impactful to my thinking.  I welcome, no, I strongly encourage you to PLEASE add your favorite quotes in the comments section below – let’s make this a truly life-changing list!

 60 Quotes That Will Change The Way You Think…

In your quiet moments, what do you think about?  How far you’ve come, or how far you have to go?  Your strengths, or your weaknesses?  The best that might happen, or the worst that might come to be?  In your quiet moments, pay attention to your thoughts.  Because maybe, just maybe, the only thing that needs to shift in order for you to experience more happiness, more love, and more vitality, is your way of thinking. Continue reading “90 Quotes That Will Change The Way You Think” »

Say Thank You!!

man-mopping-hotel-floorI spend a lot of time in hotels and airports. Often when I see someone sweeping the floor, emptying the trash or cleaning the bathroom I will stop and say, “Thank you so much for keeping everything clean, it looks wonderful.” You should see the smiles I get when I tell them that. And it is totally sincere, these are people who work hard every day at dirty jobs to keep things clean for us. I do very much appreciate their work and I like to take the time, from time-to-time, to give them an honest and heartfelt “thank you.” So the next time you see someone who is not necessarily in the spotlight, but still giving you great service, I encourage you to let them know that you value their work, it will help both of you have a better day. Better even, it will become a habit and you will begin to look for people who you can genuinely compliment throughout your day, making every day a little bit better for all of you. It’s a nice way to be nice.

You Ask – I Answer!

 

subpageIcon4 copyI recently did a podcast interview with John Lee Dumas of Entrepreneur On Fire (listen to the interview here). It was extremely well received and I got a lot of people that sent me great questions. Here are a few of those questions with my answers, I hope you find this of value…

Q. I currently do a lot of different things. I have a full-time job and run a small business with my spouse, I hold several board volunteer positions, recently directed a non-profit, and am working on other charity projects in my community. These all make sense for me in terms of my “why”, but I worry about being sub-par at a lot of things, versus being excellent in one. Is it possible to be great in a lot of areas, or do you suggest someone narrow their scope? If someone’s attentions are split in a lot of ways, how can they be most successful?

A. To become truly world-class at anything – you must have a great deal of focus. It is an old cliché, because it is true: If you try to be all things to all people you will end up be nothing to anyone. It is possible to do a handful of things well, but if you are too scattered there is no way to do any one thing exceedingly well. The hard part is figuring out what to say “NO” to. To me, the best way to do this is to be very clear about your core values, exactly what you hope your life will look like five years from today, and what you want to accomplish with your life – and then have the courage to remove anything that does not directly add to that goal. You can stay involved in everything you’re doing, but it’s my opinion that you will likely not achieve a high level of success in any one of them.

Q. What do you with your time? With all of the books, presentations, mentees, traveling, etc. you do, it seems like you have more hours in the day than most people. How do you maximize your free time? How do you create balance? How do you work smarter versus harder?

A. First, I don’t have kids. That was a specific career choice because I thought it was unfair to have children and travel as much as I do. Luckily, my wife did not want to have kids either, so it wasn’t a big sacrifice for us. Also, I do not watch TV, movies, go to the mall, cut my lawn, do my own laundry, wash my own car or any other activities that do not directly align with what I’m trying to achieve – or – where I can hire someone else to do them for a few dollars an hour while I either enjoy myself, spend time with my wife, or work on projects that will make me a significant amount of money – which allows me to invest a small amount of it back into getting other people to do my chores. It’s all about the time/value of money. Figure out what an hour of your time is actually worth and then pay other people to do the things that are dramatically below that level. It is hard to do this in the early stages of being an entrepreneur, but once you start reaching a level of financial success this practice allows you to focus only in the areas where you can generate the most value and revenue.

Q3. In some of my ventures, I work a lot with professionals who are in a different generation than me, the “baby boomers”. In your opinion, what actions and attitudes most impress you when working with a “millennial”?

The thing that works the best with all generations is to ask great questions and and be an intense listener – AND – be so incredibly competent at what you do that people can’t ignore you. I took over as CEO of a multinational company when I was 26 years old and most of the people on my board were billionaires and in their late 50s or 60s. I simply worked extra hard to listen to them and be so exceedingly well prepared and well-studied that they had no choice but to trust that I would get my job done superbly. There are definitely generational differences, but being open, flexible and curious will allow you to understand those differences and determine how to work best with people older or younger than you.

Q. Like many entrepreneurs I have tons of ideas about different products and services I’d like to bring to the market. How do you choose which ones to actually pursue?

A. The answer to this is really quite simple, but difficult for some people to implement because they get so attached to their idea and the vision of selling their company for $10 billion to Google next week. For any business to be highly successful it must meet these three criteria:
A. It has to be something you are extremely passionate about and have fun working on, because you will never become truly great at something you don’t enjoy.
B. It has to be in an area where you have an exceedingly high level of competence, or you have surrounded yourself with insanely competent people and you have Uber-strong leadership skills and solid business experience.
C. This is the one that most entrepreneurs miss…

The product or service you want to bring to the market must be unique and compelling – differentiated from your competition in a way that is extremely valuable to your target customer – is difficult if not impossible for your competition to copy – and that you can actually deliver to the market at a reasonable profit.

If it does not meet all of these criteria you might be able to build a good business, but you will never build a sustainably successful enterprise that generates significant revenues and profit.

Those are just a few of the questions I’ve gotten this week, if you have a question you’d like me to answer please send it along and I will give you my very best advice.
I wish you every happiness and success – John

**** By the way, I just developed a Consultative Sales training program to help sales people be much more successful. If you are interested click on the link below and there is a short video that will explain to you exactly what I cover in the series. If it turns out that you want to go through the course, here is a special promotional code that will give you a 45% discount. The code is: 45OFF

I hope you’ll take a minute to watch the video and see if this program might be right for you or some of the people on your sales team. Thanks so much – John

Click HERE to learn more

Consultative Sales Excellence 45

Three Great Books and a Fantastic (Free) Sales Webinar

The Sales Webinar has already passed — it was earlier in the year.

 

The Best Focus On Getting Better

5117ec57cab7b.imageI just had something very interesting happen. I finished up a sales training class for a client I have worked with for the past 12 years and after the class several of these attendees thanked me very much and said they had taken pages of notes and learned some very valuable ideas. Then, later in the evening I attended their annual sales awards dinner, and again several folks told me the session that day had been wonderful and two of them actually told me that, through various programs I had delivered for their company, they had learned some “career-changing” ideas. I was extremely flattered and glad to know I had helped, but what happened next was career-changing for me!

As the CEO stood at the front of the room and announced the company’s top sales people and managers I was amazed to see that most of them were the very same individuals that had thanked me for the workshop. In other words, the most successful people were also the ones who wanted to learn the most, even though many of them had been in the field 20 years or longer.

Earlier in the day as I was teaching the workshop I had noticed that many of the “older” sales people were furiously taking notes and nodding in agreement every time I covered a particularly important point. They were also the most eager to ask questions and engage in the workshops and group discussions. However, I also noticed that several of the “jokesters” took few notes, rarely participated in the discussions and did not ask a single question. Not surprisingly I did not see any of them win an award, but later at the bar I did hear many of them complaining about the comp plan, that their products were priced too high and that their competitors were “buying” contracts with lavish presents and dinners with purchasing agents.

 The mediocre thought they already knew it all, the best were eager to learn more.

 

The mediocre were resentful, the best were grateful.

 

The mediocre saw problems, the best saw opportunities.

 

The mediocre complained, the best succeed in the same arena.

 

I might have spent the day teaching, but I learned just as much as they did, well, at least the best of them.

How To Remember What You Read

Because I read so many business books, people often ask me how I retain everything I am reading. Here is how I do it…

 

How To Become The Best In The World

1I recently read several excellent books on how to increase your learning ability and become an expert in your field of study. The first two books were, “So Good They Can’t Ignore You” and “Deep Work” by Cal Newport. In these books he studies a number of people who have achieved the pinnacle of excellence and their careers, from musicians to chess grandmasters to financial experts and surf board makers. To summarize his key points here is what I took away from his thoughtful and very intense scrutiny of how these people became the best of the best.

  • The 10 years or 10,000 hour rule definitely applies, all of these high achievers spent years and years studying, honing and perfecting their craft.
  • Practicing in your area of expertise is not enough, you must do what is called “deliberate practice.” This sort of practice entails using mentors, coaches, colleagues and other people to push you for continuous improvement. It also means that when you practice alone you must push yourself to the very limit of your skills so that you are constantly increasing your expertise.
  • To do work at this level you need do what Cal calls “deep work.” Essentially this means that you must create chunks of time, a few hours to several days or weeks, where you do nothing but focus intensely on learning and improving your skills. It is this undistracted time that allows for finding connections, patterns and reaching a level of understanding that few people in your field can attain.
  • The guiding principle for being among the best in the world at what you do is based on a Steve Martin quote. When he was a struggling comedian and his audiences were having difficulty grasping the sort of comedy he wanted to do, he decided that the best way forward was, “To be so good they can’t ignore you.” Obviously this mantra work exceedingly well for Steve Martin, and I would suggest that it will work well for you too.

The other book I read was, “The Art of Learning” by Josh Waitzkin. To quote directly from his bio on Amazon:

In his riveting new book, The Art of Learning, Waitzkin tells his remarkable story of personal achievement and shares the principles of learning and performance that have propelled him to the top–twice.

Josh Waitzkin knows what it means to be at the top of his game. A public figure since winning his first National Chess Championship at the age of nine, Waitzkin was catapulted into a media whirlwind as a teenager when his father’s book “ Searching for Bobby Fischer” was made into a major motion picture. After dominating the scholastic chess world for ten years, Waitzkin expanded his horizons, taking on the martial art Tai Chi Chuan and ultimately earning the title of World Champion. How was he able to reach the pinnacle of two disciplines that on the surface seem so different? “I’ve come to realize that what I am best at is not Tai Chi, and it is not chess,” he says. “What I am best at is the art of learning.”

What I gleaned from Josh and many of the ideas that Cal described in his books, was that to become the best in the world at what you do takes time, a massive amount of deliberate practice and an intense focus on the subject you wish to master.

Since I have been named among the top 100 in the world at what I do, I can tell you from experience that these two brilliant gentlemen are absolutely correct in their findings and advice. I have never met anyone who was truly spectacular in their craft who did not devote many years of work, focus, effort, and training in their relentless drive to the the best. However, you’ll notice that I did not say “hard work” because another factor that strongly impacts the ability to succeed at a high level is: Passion. When you are deeply passionate about the area of your study, pushing yourself unceasingly in an effort for countless improvement does not feel like work, it is pure joy. Many people ask me how I can possibly read more than 100 business books a year and the answer is very clear; it’s a ton of fun for me. I love to read and learn about business because I’ve dedicated my life to helping businesses and people around the world be more successful. So every hour I am hunched over a book or my iPad, taking notes and trying desperately to learn new ideas that will assist me in my quest, is truly one of the most enjoyable parts of my life.

Therefore, if you aspire to be among the best in the world at what you do here is a formula that might help you do just that:

Passion + Persistence + Deep Work X Deliberate Practice = World-Class

I very much look forward to your comments – John

How Do You Want To Feel?

Here is a very brief video on two good books and one awesome question. I hope you will take a few minutes to try to answer this question and please feel free to share your thoughts in the comments section below…

I wish you every possible happiness and success – John

In case you have not watched it, here is a link to my recent video on:

The Five Keys To Business Success in 2016