Achieving Business Excellence with John Spence

Five Things To Focus On In 2019

2018 marked my 24th year traveling around the world to help people and businesses achieve more success. I went to some amazing places, spent time with old friends and made lots of new friends. It was also a great year for learning, as I worked on all kinds of projects from executive coaching, facilitating strategic planning retreats and doing some consulting to running lots of workshops and delivering dozens of keynotes. In this video I’m going to share with you the five major things I learned in 2018 that I think will be important for you to focus on in the coming year.

I hope you found this helpful, and if you do, please share it with your network. Thanks – John

 

How to Make Your Business MUCH More Successful in 2019

 

 

 

 

 

 

Every year I do a video with some ideas about how to make your business more successful in the coming year. This time I’ve changed it up a little bit and instead of giving you a list of “Big Ideas,” I’m going to give you a challenge, a great new tool, I’ll ask for a favor, and I’m making an offer to help you have a great 2019.

I hope you’ll take a few minutes to watch the video and please share it with your network if you find the ideas of value.

Thanks so much – John

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Be sure to tell me your business challenge for 2019 in the “Speak Your Mind” section below so I can find the answer for you.

 

 

Four Great Questions About Leadership

A few weeks ago, a student named Joey Brodsky, who is studying business at the University of Florida and is taking a class from a close friend of mine, Dr. Alex Sevilla, sent me some questions about some of the things he was learning about management and leadership.  I thought the questions were excellent and that you might find my answers of some value.  Here is the conversation between myself and Joey.

 

Mr. Spence,

Currently I am taking a senior leadership course taught by Dr. Alex Sevilla here at the Heavener School of Business. We are working on both theoretical and application based leadership strategies, learning how to combine them with our skills to become better managers.

Some questions I have for you below are about how you implement specific leadership theories in your work (or don’t), experiences you have had being an influential leader from such a young age, and certain challenges you have faced overseeing and motivating individuals. My goal is to relate some of the topics I’ve learned in my course to real world experiences. I’ll keep them brief as I know your time is valuable, but any information you feel would be influential I would love to learn from!

Questions:

  1. One of the first topics we discussed in class was the differences between trait leadership and process leadership ideologies. Trait leadership having to do with personality traits that influence one’s skill of leadership and process leadership being more interaction based. Do you find leadership to be a more inherent quality to individuals, or would you say it has more to do with the way someone interacts with their ‘followers’?

If I’m reading this correctly, it seems that you are asking the age-old question, “Are leaders born or made?”  I believe that if someone has good values – they are honest, they act with integrity, they show respect, they have empathy and concern for others – I can send them to a class to learn most of the process skills they need to be a good leader. However, if someone lies, cheats, steals, manipulates and doesn’t care about others – there is no way they will ever become a truly effective leader.  

Also, there are many people that talk about extroverts versus introverts as leaders.  I have seen many leaders that are highly motivational and inspiring, that can get up in front of a group and move them to action – I’ve also seen many leaders that are quiet, humble and introspective. But they have a burning passion for what they are doing and that passion creates highly loyal followers.  

In my opinion, a leader must be superb at two skill sets: they must be absolutely excellent at what they do, their actual job description, and they have to have strong leadership skills.  

Lastly, remember that leadership is not only the purview of the people at the top of the organization, every person in an organization leads at some level.

  1. Another interesting concept we have learned is the difference between an assigned leader (a leader because of a formal position) and an emergent leader (a leader because of the way others respond to them). Being such a young CEO at 26 when working with the Rockefeller Foundation I would expect you were very influential among your peers and showcased your leadership earlier on. Can you tell me a little about how you leveraged your leadership skills as an emergent leader into a more formal leadership role so early in your career? What are some of the characteristics you displayed that you think helped you to stand out?

Almost immediately after joining the foundation I became the “right-hand man” to the CEO (not Mister Rockefeller, a professional manager who was running the company on his behalf).   I spent a lot of time watching him, learning what to do, and learning what NOT to do.  At this point in my career I was reading every single business book I could get my hands on and listening to 4-5 business books a week.   In a meeting with our Board of Directors, one of the key directors asked a question that the CEO could not answer – and then the director (a multibillionaire) turned to me and asked me if I knew the answer – which I did.   Then, the board started asking me for my opinion more often, and when the current CEO began to stumble, they put me in as an interim CEO – which eventually led to me becoming the permanent CEO.  

Very frankly, I was in no way ready to lead an organization at that age, I was woefully unprepared.  I realized that I could not be successful if my team was not successful.  For my part, I studied, read, worked and did everything I could to learn as much as I could about leadership and business success.  I tried to model the behavior of lifelong learning and always striving to do your best.  I also went to my team and asked for help and focused a great deal on empowerment.  In the early days, I was very immature as a leader, but as I faced more situations I slowly learned how to run the business and be a better leader to my team.

  1. One quote from Professor Sevilla that really resonated with me was “It’s not about you [the leader] . . . it’s about them [the followers].” He said if there were to be only one thing we take away from this class, let it be this statement. In your professional experience, how important has it been to focus more directly on the group and achieving common goals, rather than just using subordinates to achieve more personal objectives?

Dr. Sevilla is 1,000% right.  This is a concept known as servant leadership, where the leader understands that they are actually there to serve their employees.  As to your question about common goals or personal objectives – it’s not an Either/Or – it is a Both/And.  Everyone in the organization must be focused on the vision, strategy, and a set of common goals they are all aligned to as the do their work.  It is the job of the leader to ensure that they execute the strategy with discipline and continuously deliver superb business results.  ALSO, the leader needs to help each person grow as an individual and show them how their work directly ties into the success of the overall organization.  

  1. Over the last few decades you have become one of and got to work with many of the greatest business leaders in the world. I don’t expect there to be a catchall answer on how to become a powerful and respected leader in the business world, but what are some of the strongest traits or strategies you see these leaders (and yourself) using to motivate others? Are there some particular things you think are more important for a young leader, like myself, to help showcase my skills to companies?

Rather than give you just my opinion, here is a list of traits that have emerged from the thousands of leadership classes I’ve taught and the great leaders I have had the honor to spend time with.

Honesty – tell the truth all the time – period.  Another word here would be integrity.

Excellent communicator – asks great questions and is an intense listener.

The courage to be vulnerable, to admit that you don’t have all the answers. Another word here would be authentic.

Competence – you must be exceedingly good at what you do.  My favorite phrase in this area is, “be so good they can’t ignore you.”

Great team player – treats their employees as partners and peers.  Shows them respect and gives them trust.

Compassionate – shows a genuine concern for their people and their personal and professional growth.

Visionary – has a vivid, compelling vision and strategy for growth that is well communicated across the entire organization.

Passionate – another word would be inspiring.

Innovative – a lifelong learner who is a good creative and strategic thinker.

 

Joey, I hope you found these answers helpful, let me know if you need any more information.

I wish you every possible happiness and success – John

Why Should I Worry About This?

Here is an idea that I believe can make a dramatic positive impact in your life if you apply it!

I hope you found this video helpful and that you will share it with anyone you feel would find value in the ideas I shared .

Thanks – John

Five “Easy” Steps to Dominate Your Market

 

Do these five things CONSISTENTLY and you will crush your competition.
I guarantee!!

 

 

Field Notes: Singapore

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Sales Advice in 60 Seconds

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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

The Five Keys to Business Success in 2016

year-red-white-background-d-rendered-image-36767974At the beginning of each year a lot of us look for inspiration on how to take our business to the next level over the coming 12 months. In past years I put together special videos outlining what I believed it would take to make the next year in your business one of the best years ever. This year, I simply want to reiterate what I believe are some of the most powerful business success ideas I have ever learned. Below is my video on the “The Five Fundamentals of Business Success,” this is a class I have taught all over the world to every type of business from mom-and-pop shops and startups to companies in the Fortune 10. I created this particular video in December of 2014 after a speaking tour of the Netherlands with the Entrepreneurs Organization. I truly believe that if you will watch this video and apply the ideas I share with you, it will have a dramatic positive impact on your business success in 2016.

*** If you found value in the video please send it to everyone in your network so we can help them too! Thank very, very much – John