CharlieKenny.me

people * stories * engagement

  • The one golden nugget

    What do you get reading about elite performers … about their drive, their discipline? It’s different feelings for each of us as we hear how others set out to achieve ‘best in their field’ status – learning more about themselves as they work at reaching those goals.

    It’s great to hear of their dedication, their trials and the lessons in pursuit of accomplishments. Understanding how they’ve failed, they’ve developed.

    It’s personal, that’s what is in it for me. That’s the ‘motivational nugget,’ the personal message.

    I was walking off a beach the other evening and bumped into a local triathlete, it was around 7pm and ‘Bea’ having been in the water for the past hour, was off to bed. We had a little banter about ‘staying the distance’ and the sometimes obsession that the elite athletes have with gain, with beating the clock and the physical peak that seems to make up most of the cause.
    As impressive as all the athletes are, behind each is a story. With Bea she talks about lots of stuff, including the toll her sport takes on her now 27-year-old body. She trains up to 6 hours a day, 5 days a week. It’s a level of physical dedication most of us find hard to fathom.
    Just as Bea was making her way home for a well-earned rest, she hinted:

    “People don’t realise how mental it is. As much as I pursue my passion, I feel like I have a really, really, good workout, just once a month.”

    Bea loves the sport, amongst the dozen or so locals she trains with she will be the senior member of the group although she ‘hangs in there.’
    But in the course of 6-hour workouts, 5 days a week, over an entire month, Bea only credits herself with having one good workout.
    Bea makes a point of saying she is a perfectionist, that her own high standards are why she feels as though she only has one good workout a month. The rest let her down. … let… her… down?!
    While her pursuit of perfection are admirable, she also certainly has a large margin of forgiveness. How else could she show up so often and put in that many hours on the understanding that most of what she does is not really any good.
    I had to disagree with Bea on something though – I think most of us DO realise that routine and pursuit of goals is a mental challenge. It’s the harder part.I simply think we don’t know how to manage the mental aspects of our efforts with consistency and confidence.I think we’re conditioned to believe that every workout should be good, the best.
    We tend to beat ourselves up if we don’t perform at peak, skip an hour or miss a particular circuit routine and we’ve failed.

    The good news is, our own efforts rarely need to be as finely tuned as our triathlete. Our success is not dependent on such a high level of perfection. In fact, our ideas of perfection are merely perceptions that evolve with increased experience and competence. As we develop, we expect more.
    One advantage (just one?) most ‘dedicated’ athletes have over us, is that in most cases someone has gone before them. There are rules, expectations, and often, established paths that when followed, aid in their growth. Of course there are no guarantees in the results they may be looking for but by following the plan, they’re well on their way to measurable results.
    You and I though, not quite such the ‘elite athlete’ perhaps as we juggle our own daily challenges, find it difficult at times to choose who to listen to or what system to use. We’re distracted by every new idea under the sun, thinking there must be an easier way. We want to hear of the new trick to get us more sales or a better app to help us be more organized. We try a new social media platform believing it will magically change our business, and if we don’t try it, we will surely fail.

    Lets just keep … it … simple.

    Like I said, I love individual stories. The personal draws me in.
    There are patterns everywhere if you look for them. The patterns tell their own story and interestingly enough, they reveal the easier path almost every time.
    Here is a great ‘routine’ given to me by a friend … see what you think:

    Decide – Know what you will be doing before your day begins. This will be your plan. Without it, you’re just making things up.

    Prepare – Know where you need to be and what you need to have with you to execute the plan. If your plan is to make 50 sales calls, you gotta get organised, probably need 50 names, 50 numbers, a phone, and a notebook.

    Show Up – Get yourself to wherever the plan says you need to be, on time and ready.

    Do the Work – Do whatever the plan said to do. You’ve made a decision, now is not the time to question the plan or skip the steps. Show up. Do the work.

    Repeat – You get the idea. Decide again. Tomorrow’s plan will probably be a bit different. Athletes work on all aspects of their game to achieve success. The goals may not change. The larger plan is constant. The daily plan may look a bit different. It’s time to decide again what’s on tomorrow’s plan.

    OK, so you missed a day? Something happened to derail the plan? You only made about half the calls?
    That’s no problem, because you’re not done. You didn’t mess it all up, it’s part of the plan …
    Keep it simple. Start at Decide and go at it again tomorrow.
    Let’s stop making it harder than it needs to be. Let’s stop winding ourselves up about this new app or that new method.

    Find your ‘motivational nugget’ and let’s stop allowing a bad day to spoil the whole effort.

    You don’t need to be perfect. In fact, you probably won’t be. Keep showing up, doing the work and understand that of course it’s not about the goal – it’s the journey on the way to that one golden nugget.

  • Pre-sales over espresso?

    Deirdre and I were enjoying our ‘one to one’ over a great espresso – right after our network Forum when suddenly she came out with a statement that took me back a little …

    “I really do need to start getting some orders out of the group soon; I need to make it pay.”

    I hadn’t seen this side of Deirdre before. I mean, we’re all working hard (to work smart) in cultivating the business aren’t we? For some of us we simply needed to ‘try the different angle’ I replied.

    So we chatted and I suggested to her that if she stays true to herself, supports her group and continues to offer help when required – and of course take any additional exposure offered, all things being true, the reward for all the effort would be plain to see.

    “I hear you, I just need to start picking up referrals otherwise it’s not worth my while.’

    worth while

    ‘Not worth my while?’ I poured more coffee.

    It’s times like these that bring a certain salience to the purposes of network relations. I couldn’t help myself; I had to ask what was her while worth? What was the number?

    I’d made my own calculations. We don’t ‘pay’ a member fee, there is no training programme to support and neither do we have a compulsory promotions strategy. The only numbers were the lunch and the time spent away from the office …

    OK, I know I’m biased. Networking has been a great support for my own business and I do understand that some who inhabit ‘network-land’ need to be claiming reward for their ‘relationship building time’ and efforts spending their ‘worth’ but I really don’t ‘get’ the time limit for referral when the bigger picture is there to see. We know it takes time to gain the confidence of others so that when I introduce Deirdre to Dear Fred who introduces her to Joe Bloggs who happens to need a whole host of regular purchases … then of course there are the other outlets they may have …etc.

    Sure, the ‘hunter’ sales mentality is still around; it has to be for some like Deirdre who inhabit ‘sales’ or ‘account management.’ For me this won’t change until the ‘culture’ of the organisation itself evolves.

    These days it’s so much easier to buy much of what you want, at the price you want when you want online and the ‘hard sell’ just does not form part of the culture.

    We need to give more time, give our audience reasons to engage us, to learn and understand our offer. ‘Pre-sales service’ plays a much greater role than many realise and even though it wasn’t working with Deirdre’s company, I’m sure many ‘savvy’ businesses are beginning to see the light.

  • Need a little job done…

    I picked up the telephone.

    Do you know anyone who can help me with a little job I need done?

    It was Karen, a friend who helps out with email marketing, a good egg and we enjoy working together.

    I know that most of you who know me understand that I’ll help Karen, of course I will. After all, Karen is a good friend, runs a great telephony biz which in turn has been great for me – so I’m going to help her and I’m pleased she has asked me.

    Anyway, we’ve all been there, if I can’t help, I’ve some great contacts who can. Right?

    The ‘job’ entailed an internal relocation of one of her offices so there was the usual wiring and all sorts of stuff that needed an expert to attend to. An ideal job for ‘Bob.’

    ‘I’ll get right on it, no problem’ came the reply from Bob. ‘Leave it with me … and thank you for the referral.’

    It felt good to have been able to help an old friend and at the same time pass a decent referral. We like to help others don’t we? Anyway, I promptly called Karen to assure her that ‘Bob’ would be in touch and passed his details at the same time, just in case.

    A week goes by, ten days and Karen and I meet up for ‘other business’ when I happen to ask:
    “How is Bob getting on with the office relocation?”

    ‘Bob who?’ came the reply. My heart sank.
    Oh, that Bob, I’m sorry but I didn’t hear from your guy and after a week it had become urgent – so I had to find someone else – hope Bob is alright?

    Now there is no need me explaining that we’d been let down, it seems Karen hadn’t even had a call from ‘Bob the expert’ and I suppose she should have called to chase him up, I should have chased him up to remind him etc, etc. But should we? Really??

    But hey, is Bob alright? He could be ill, or had an accident – or worse. Lets just see how right he is I thought to myself as I made a mental note …

    It turns out that Bob is fine, just been ‘up to his eyeballs, that’s all’ – so busy being busy he explained and assured me he had every intention of follow up ‘that little job’ once he had the time.

    ‘No matter Bob.’ I explained that Karen had ‘sorted the office out’ and were now pressing ahead with ‘acquiring’ the adjacent office floor … after their incumbent electrician had given it the once over of course.

    ‘You just never know where the referral may lead you, do you Bob?’

    Failure to follow up, to do as you say – no matter how insignificant it may seem at the time – can not only cost you the business, it can profoundly impact the relationships and dent the hard won credibility – and who needs that in today’s business climate?

  • Driven. Or being driven?

    So what’s new? We all have that sinking feeling at times. Take a step back and smell the roses. It’s tough being us sometimes innit?

    Especially for the self employed, the multi-tasking ‘all things being mastered’ professional of today. It depends on how long you’ve been in business of course although with more easy access outlets for our contribution and participation – the so-called easy way to grow the business is driving us to distraction, so much so the ‘routine’ now takes up most, if not all of our precious time.

    Seems to me we’re bound up in the ever growing routine don’t you think? Besieged by a multitude of habits that forge our expectancy, test our comfort zone. Sure, we all make the choices, although let’s draw the line – face it folks, it’s the loss factor isn’t it, fear of missing out on what’s current that contributes to the growing ‘routine’ in many ways.

    moretime

    We’re allocating more of our time to chosen tasks that do not directly benefit us … but in reality, we cannot be all things to all channels … can we?

    For some this really has become the norm., no time to pencil in (yes, that gem, the pencil!) the drive for the progress, the growth, the new business. Just too busy doing “the same ole ever growing’ routine!”

    I’ve had enough – what about you? Who’s driving this life anyway??

    What if we take a few minutes (only a few) and look at what is NOT WORKING FOR US during our daily routine? What can we quit? How much time can we get back to invest in ME TIME, growth time? How does the bonus of more time really make us feel?

    By simply quitting the NOT WORKING FOR US habits and creating the ‘new’ we ditch the negative, create the space and invite the opportunity for growth.

    Try it … dare you to kick the habit(s) and ask yourself. What’s new?

  • Going the distance

    I took a pit-stop for a really good coffee and cinnamon bun (couldn’t resist) with a friend yesterday, we were comparing notes, putting the world to rights and generally catching up with business.

    Gerry said he’d become disillusioned with the current network forum he was attending. Seems the weekly meeting, consisting of a half hour journey to engage colleagues he’d been meeting with for these past four months were taking it’s toll. He was of course eager to convert some business, Gerry was doing all the right things, he was getting in early, helping out at the meeting and educating as he went along.

    I simply asked Gerry what he thought was his main hang-up, putting in the effort for little reward?  Lack of recognition? The journey??

    don't confuse

    Gerry was a little taken aback.  So let me explain I suggested, (making a mess of my cinnamon bun.)

    Think about “The Journey” Gerry. You already put the routine in, consistently on time and participating in passing information, guidance – but are you buying into the person Gerry, gaining trust? It’s simple, we need patience, take more time and engage a little more, offer a little more.

    Do, but don’t throw away all the good work. Just keep doing …

    Take the Trobriand Islanders of the Solomon Sea, I said.

    The whaa…

    Patience now Gerry. The tiny scattered collection of islets situated off Papua New Guinea are home to some of the fittest, most resilient of sailors, those who know the value of visibility, partnerships and trust, the network and referral.

    They understand their tiny island economy depends on their neighbour

    With nothing more than an outrigger canoe, travelling extreme distances across open sea the head man makes a point of reaching the neighbouring island on a regular basis to engage his neighbour. Through shark-infested waters, tropical thunderstorms in nothing more than an outrigger – this ambassador habitually leaves his island to engage neighbours, to be seen, swap stories, lessons, and goods to participate in the diversity.

    He knows the value of his reputation relies on him maintaining a presence. Showing caring and contact. He also knows his family and fellow islanders will never go hungry while cultivating important reciprocal support from his neighbours.

    Each Trobriand Islander understands the value of his/her network; the same routine has been played out for centuries. Lessons are learned.

    Point taken says Gerry, I won’t ever whinge about my own journey again … support your network and your network supports you, right?

    The journey is far more important than the destination, this is where you are seen, weighed up, considered and ultimately trusted.

  • Decisions, those decisions

    In business as in everyday life we make choices of what purpose to pursue, whom to engage or avoid, whether to answer mail, make that call, attend the meeting, leave ‘stuff’ for another day or clear the desks. We decide whether we beat the traffic to the ‘pumps’ via the take-away or hit the supermarket – and therefore make ever more decisions in the aisle of choice.

    The decisions WE make set up a series of events that WE ultimately become responsible for therefore the decision based on our choice can have a huge impact.

    Today friends is such a day, your decision, your choice. Here is a ‘story’ for you …

    “Blessed are those that can give without remembering, take without forgetting.”

    The Haircut …

    One day a florist went to the barber for a haircut. After the cut, he asked how much he owed and the barber replied, ‘I cannot accept money from you, I’m doing community service this week.’

    The Florist was very pleased and left the shop.

    When the barber went to open his shop the next morning, there was a ‘thank you’ card and a dozen roses waiting for him at his door.

    Later, a police officer comes in for a haircut and when he tries to pay the bill, the barber again replies, ‘I cannot accept money from you, I’m doing community service this week.’

    The policeman left the shop a happy customer.

    The Next morning when the barber went to open up, there was a ‘thank you’ card and a dozen jam donuts waiting for him at his door.

    Then a Member of Parliament came in for a haircut, and when he went to pay his bill, the barber again replies, ‘I cannot accept money from you, I’m doing community service this week.’

    The Member of Parliament was of course very happy and left the shop.

    The next morning, when the barber went to open up, there were a dozen Members of Parliament lined up waiting for a free haircut.

    And that, my friends, illustrates the fundamental difference between the decent hard-working people of our country and the opportunists who run it.

    Choose well.

     

     

  • Tell me a story …

    A while ago I was asked to meet up with a friend who was having trouble with his sales. A great product he has although his problem is that he knows how good the product is but doesn’t know how to engage the needy. He was coming out of a corporate background to work for himself and I could see where Phil was having trouble.

    He’d spend 20+ years steering the department instead of building. Phil was a manager and not a sales person. Not yet.

    I could only reflect on my own experience. Around 20 years ago I’d just taken a sales position selling something I knew well, I was confident although I had not the faintest idea of how to introduce the product to another.

    I did though have passion. I had attitude and I was determined. I could smile on cue, was aware that a handshake was the traditional way of greeting in these parts and I could start a conversation.

    Fundamental stuff heh?

    Even after the aforementioned revision, Phil was not there, yet.

    Skills are what he had, coming from the department production floor and into management, he was the go-to guy with the technical knowledge. But could he tell a story?

    I reminded Phil that people buy stories, not skills.

    Add a story to the fundamental method of introduction and your engagement is complete. Almost. Are they listening to you? Are you listening to them?? Too often Phil was telling me his solution and not listening to my support. Life is like that sometimes; we know we should have inkling about something as primary as personal engagement but it somehow becomes lost in the technical, the driven, and the departmental structure.

    I believe all of us are sales people but we really do need to listen to our audience, engage with dialogue. Get our prospect on side before slowly; ever so slowly we offer our own story, verse by chapter in conversation until you come to the offer of solution you have that may be relevant to their needs today.

  • 6-0

    The Inner Circle thing …

    A guy called Bill was in touch recently and asked whether I could help him sort out with preparation to a press release he was writing. It was issues with  editing he was having trouble with and even though I didn’t yet know him well and given that it’s not exactly the type of business I get involved with a lot these days, I just got on with it. At the same time I advised Bill that when you sign up for our particular services, you’re not buying into a membership. You’re investing in a relationship.

    The thing is, Bill wasn’t even a customer yet. Just someone asking for help.

    You’re not buying a membership. You’re investing in a relationship.

    Yes, I know what many of you are now thinking – it almost sounds like “you have to pay to be our friend,” type of thingy.

    Business is about belonging. Once you better understand where you feel like you belong, you know that you can serve people better. People either get you or they don’t. They know what you’re into or they don’t.

    There’s less friction when you belong. There’s less grey (although it has become popular for some right now!) There is less “fuss.”

    The Way One Complains

    There’s a lot of customer service associated with my work. We get it wrong sometimes, sure. People lose things or we misunderstand or our system doesn’t send them, or we prepare something and it doesn’t suit, and people need some extra help.

    Like any business we get two different types of complaints:

    Hey, I love you… but sadly this is the wrong item.”

    or

    I paid good money for this, and I expect you to deliver!”

    We serve both types of people. That’s what good business is about isn’t it? Service. That’s what good LIFE is. Service.

    But naturally, the person who loves us and understands our quirks and who is IN and not just someone buying something from us, they are who we strive to help succeed. Those are the people we go the extra mile for, such as when you are getting to know someone a little better, they appear human because they support our musicians – you want to help, there is an affinity so you pull out the stops.

    But it requires work.

    Actions You Can Take

    For there to be an “in,” there has to be access. Make it easy for people to reach you and have a genuine interaction. It used to be cool to be unattainable. Not these days, business is personal, make it easier to reach you.

  • Business with ‘friends.’  Really?
    I’ve managed to learn one or two things over the years, certainly one is that doing business is far better with friends: with people you trust, admire, enjoy being around, and with people who make you laugh. Agreed, there are good ways and there are bad ways of going about working with friends. Anyway, below I’ve included what I’ve learned from trial and error about diving into working relationships and partnerships with those I consider being my closest friends. Communicate. Communicate and Communicate. The importance of sincere, authentic, and frequent communication cannot be understated. Simply a no-brainer for many although even more so with friends. Sure it has its drawbacks, no one likes to be confrontational, although without clear channels of understanding, disaster lurks. I’ve learned this the hard way and now, with the regular networking groups I inhabit I’ve made it my mission to instil the “communication culture.” I do weekly 1-on-1 engagements with all my partners and teammates, and as a result we do better business because of the understanding. We are able to talk about the good and what is not so good. We talk about points of tension, highs and lows, supporting the network with ‘intelligence.’ Life beyond work, our personal goals and aspirations, loves and certainly passions…etc. It may seem excessive to some, although I’ve seen this level of communication really pay off resulting in some exceptionally strong long-term partnerships. Think about it, please ladies. The start-up entrepreneur usually begins by evenly splitting their ownership in the business between the friends they start the company with. This seems like the right way to go. But sadly, more often than not disaster strikes. For instance, say you start a business with your best mate and with equity split 50/50. What happens then, a year into the business your friend decides to take a full time job with the ‘next big thing?’ They will still own 50% of the company and because they aren’t actively working on the business, what happens to that cherished friendship? Instead, I recommend that you vest equity over a 4-year period and think about a buffer, a one-year “cooler.” This means that if any of the partners/friends left the company within those first twelve months of starting the business, they will not get any equity (i.e. this is the “cooler”). Again, if you go in 50/50 with your best friend as partner, and they’ve left 2 years into the company, they would have say just over 16% of the company instead of 50%. By planning not just for the best (which is what most friends do), but also for the potential of plans changing, you will save both your friendship and, likely, your company in the process. friends Singing the same song are we? A good friend of mine had a brilliant team behind a new start-up and everyone was motivated to make it happen. But when he sat down with his co-founders, he realised that their motivations were not quite synchronised although he overlooked this detail and decided to carry on regardless. It was only some time later that the results of this simple action became apparent when he found he was the only ‘partner’ left “holding the baby” when the wished for riches did not happen over night. Intuition is a wonderful gift and we should listen more often. Typically with friends, it’s easy to dive into a start-up opportunity or a working relationship that is exciting, fun, and could be lucrative. But if your motivations aren’t aligned, whether it’s in a few months or a few years, your partnership will inevitably fall apart. It’s just not worth it. In short, make certain you are “singing from the same hymn sheet” and if it doesn’t sound in tune, don’t work together, just continue to be good friends. Breathing space is important. Picture this… you and the partners are working upwards of 18 hours a day 7 days a week. Being best friends, roommates, and co-founders meant that we were together almost every waking minute. Although it’s a fun way to start a new business and it ensures that you are all fully in tune, my feelings (in retrospect) are that if you want to live with your friends + co-founders, do so with an exit strategy in mind (i.e. give it a set time commitment and after 6 months or 12 months, plan on living and working elsewhere). You will still likely see one another 16 hours a day… but giving yourselves just a little space, just like it is in any relationship. In reflection, I realise that what I’ve noted above makes it sound like that working with best friends may be a lot of work. In some ways, to continue the support in the face of adversity, to continue on the path of success when the road is not so smooth, it is. That said, I can’t imagine a better investment of your time and for me, I could never do what I do were it not for the friends I consider myself lucky to know as colleagues and investors in the future.
  • Just a little breathless?

    Know how you feel. I must admit, I’ve found the month of January to be challenging. It seems the whole world and it’s partner have shot ‘out of the blocks’ with both barrels blazing, proclamations of help for this, offers of this new product a new system and encouragement for participation in everything else – that everyone else is engaging because it’s just about the best thing since the ‘sliced bread’ invention …

    When was that by the way?

    1928 I’m told, a fellow named Otto Rohwedder from Iowa, USA.

    Wow, been a while since the next best thing then? Don’t tell Apple.

    The current state of our world hardly encourages us to settle, not for a minute can we sit still. Our best intentions to focus on the top of the ‘to do’ list and follow the plan are often blown out of the water with the demands from incumbent technology, be it via mobile, email, the web – not to mention the good old landline and of course the sanctity of our favourite networking bolt-hole.

    In the face of all this it’s no wonder we find ourselves a little breathless, bewildered and somewhat resistant to change.

    It’s a challenge, right? Now being the kind of guy that doesn’t like to ever overlook such a thing I’ve decided to change my own mindset and embrace this information overload.

    I’m creating some comfort, some space by connecting a lot more – I’ve decided to understand and really accept that to make it easier for me – no one else – I’m embracing change. I’ve decided to face up to the January challenge and no longer protect my own immediate domain against the education that comes with acceptance and a willingness to listen a whole lot more.

    I am no longer stuck with the feeling of ‘need to do’ I have found I have a sense of new found freedom because I accept that this is now the mind-set for now – not for all time, but for now. I am learning to embrace a wider offering and feeling a lot more comfortable with where I ‘fit’ as I cultivate a much better quality of life.

    Put simply, my decision was a choice. Each of us has choices. We can find ourselves at the mercy of a world that appears threatening or we can be open to the remarkable possibilities available. I’ve chosen to accept this new Spring and not beat myself up about change. I’m on a voyage of acceptance and the bonus of learning and I’d like to thank the world I inhabit for the opportunity for development I have now chosen to embrace.

    What’s your choice?