Archive for the ‘Listening’ Category

Present

Monday, December 24th, 2012

The wave of bad news seems to have reached a new level of intensity.   It does force us to pause and take stock in what truly matters.  Gratitude is defined as, “The quality of being thankful; readiness to show appreciation for and to return kindness.”  A few years ago, I made the conscious decision to spend my discretionary time with people that are gracious, trustworthy and fun.  The reason I picked “gracious” is that I want to spend time with people that are givers, because we all spend too much time with takers.

The best way to attract givers is to practice being present.  If we’re not “present,” we can’t listen, learn, empathize, support, or show appreciation.  There is a lot of talk about leveraging strengths these days, but without balance, strengths can become derailers as well.  There is no such thing as perfect equilibrium, but we can all use the season to renew our commitment as leaders to mental steadiness, and emotional stability to create a habit of calm behavior and sound judgment.

In the movie “Harvey,” the character Elwood P. Dowd said, “Years ago my mother used to say to me, she’d say, “In this world, Elwood, you must be” – she always called me Elwood – ‘In this world, Elwood, you must be oh so smart or oh so pleasant.’ Well, for years I was smart. I recommend pleasant. You may quote me.”

Listening + Enlightening = Teaching = Leadership

Sunday, November 20th, 2011

In my book, I wrote a chapter about hearing the unheard which underscored the subtitle of self-reliant leadership.  That is, self-reliant leadership is synonymous with knowing which questions to ask yourself and having the courage to answer them and act.  It’s acknowledging that self-awareness, self-discovery, self-discipline, and self-reliance are required before a leader can lead.

A leader I greatly admire recently said that when he interviews people to join his team, he is looking for the answer to only one question.  “Is this person a giver or a taker?”  Focusing on others versus self is critical to “servant leadership;” a term first coined by Robert K. Greenleaf in 1970.  When leadership teams gather, it’s likely that you’ll hear two items discussed:  Serving clients by way of empowering employees.  And one can’t empower without assuaging power.  In his essay, Greenleaf wrote:

“It begins with the natural feeling that one wants to serve, to serve first…  The difference manifests itself in the care taken by the servant-first to make sure that other people’s highest priority needs are being served. The best test, and difficult to administer, is: Do those served grow as persons? Do they, while being served, become healthier, wiser, freer, more autonomous, more likely themselves to become servants? And, what is the effect on the least privileged in society? Will they benefit or at least not be further deprived?”

Seems as relevant today as ever.  Just as we need to hear the unheard with ourselves, we need to hear the unheard amongst those that look to us as leaders and teachers.  We have to hear (and interpret) what’s not being said or asked.  Hearing the unheard is based on a famous Korean parable from the third century A.D.  In these troubled times, creating a leadership engine by teaching might be the best way to bridge the generational gaps between young and old, rich and poor, while enlightening yourself.

“To hear the unheard,” remarked Pan Ku, “is a necessary discipline to be a good ruler. For only when a ruler has learned to listen closely to the people’s hearts, hearing their feelings uncommunicated, pains unexpressed, and complaints not spoken of, can he hope to inspire confidence in his people, understand when something is wrong, and meet the true needs of his citizens. The demise of states comes when leaders listen only to superficial words and do not penetrate deeply into the souls of the people to hear their true opinions, feelings, and desires.”

How to sell nothing at a tradeshow

Tuesday, August 17th, 2010

While waiting to watch Levi Leipheimer win the Leadville Trail 100 Mountain Bike Race in Colorado recently, I visited a bike festival to kill some time.  I paid my five dollars knowing “some” portion will go to the Livestrong Foundation and proceeded to visit the array of booths.  The people staffing the booths may know a great deal about bicycles, but I don’t know where they received their sales and marketing training!

At one booth, I got the low down on an easily removable chain and a tubeless tire sealant.  There were no qualifying questions, and no “discovery.”  In fact, the two representatives seemed to be competing with each other on how many facts they could spew.  I really wanted to stop-them mid-sentence, and initiate a role-play:  “Where you from?  Do you ride a lot?  Mountain or Road?  Ever have trouble with tire punctures?  Isn’t it a hassle to clean your chain while it’s on the bike?”  What made the “pitch” even worse was that there was no close.  No “What do you think?”  Or, “Here’s a coupon for 10% off for listening to my shtick.”  How unfulfilling it would be to tell, and have no idea on whether your effort contributed to actually moving product.

At another booth, a guy was pushing a new energy drink.  I heard it was full of B vitamins, didn’t have caffeine, and had low calories.  Features.  Lots of them!  Who cares?  For a guy like me, what’s the benefit?  Am I going to go ten percent faster; or experience less fatigue on a long ride?  The pitch was also made without qualifying me, but there was actually a trial close:   “Would you like to try some?”  I said, “Sure – I’ll try a sample.”  What did I have to lose, I thought.  The reply floored me:  “We don’t have samples – we’re only selling product today.”  What?!  They are definitely not the market leader, and they’re looking to gain share from a target audience (a captive one at that), and the leadership of this company didn’t have the foresight to provide samples to induce people to try something new, or switch from a competitor?  Why didn’t the rep feel empowered to just open a can and poor some in cups?  I could tell he was embarrassed.  If they were looking to sell enough product at the event to justify their expenses, their objective was woefully misguided.

The renowned business guru Peter Drucker famously said that there are only two basic business functions: marketing and innovation.  We know that cycling is becoming very high tech and innovative, but it looks like some entrepreneurs out there have a lot to learn about the basics of sales and marketing in the 21st Century, and that means engaging customers as individuals… with their permission… even at tradeshows.

Article first published as How to sell nothing at a tradeshow on Technorati.

What Leaders Can Learn From Nurses

Monday, June 28th, 2010

The word leader doesn’t usually conjure up an image of a nurse.  When I met Mary with her small stature, red hair and glasses, I wasn’t thinking leader either.  What I found in watching Mary interact with her patients and their families was a woman that has all the skills and traits of a leader albeit unassuming.

First, Mary knows herself.  She loves what she does, she knows her patients, and she knows her professional limitations.  She also has the uncanny ability to balance optimism and realism with regard to the ultimate outcomes her patients will achieve.  This helps her set realistic goals for her patients, and makes her genuinely and sincerely praise even the slightest progress she observes.

Mary is also mentally tough.  Many of her patients have very serious conditions, and she knows how to care, but remain a bit detached.  For many of these patients, “status quo” is a good thing.  Wounds don’t heal – chronic conditions worsen, and overall physical and mental faculties decline.  Despite what could be overwhelmingly depressing, Mary has the requisite “sunny disposition.”  Moreover, her attitude is mirrored by her patients.  Their faces literally light up when they see her, because she brings hope – eternal hope.

To paraphrase  Maj. Gen. Perry Smith, she knows how to “squint with her ears.”  She’s an extraordinary listener not just to words and sounds, but the entire environment.  The environment is a patient’s home, and she knows the family, the smells, the pets, and the neighbors.  Her assessment takes all this in to minimize setbacks and hasten progress.  Mary is focused completely on the patient, and never talks about herself.  She is the epitome of a selfless leader.

Lastly, Mary thoroughly enjoys her work and the people she serves.  It’s her passion.  She believes in the mission of the organization she works for, acknowledges that there’s room for improvement, and trusts her leaders are doing what’s right, and doing their best.  Mary is the archetype of the servant leader, and I suspect there are many Mary’s out there making a difference one patient at a time.  And with an aging population, it’s comforting to know that Mary is also helping to train the next generation of patient advocates and nurse leaders.

To become more self-reliant with your own development, what can you learn about leadership in the most unsuspecting places?

The most surprising thing my students learn when they start studying leadership is that they can’t become a student of leadership until they become a student of themselves.  Part of knowing yourself involves asking tough questions… and having the courage to answer them and act.  Many of my students realize that it will be nearly impossible to effectively lead if they’re not engaged in a pursuit in which there is passion so that they can display the necessary indomitable will to those they wish to influence.

When it comes to being mentally tough, leaders soon realize it’s a lonely business.  Success has many friends, and failure has few.  How willing are your to stick your neck out, and can you take the second guessing from others?  Are you able to demonstrate confidence without being arrogant or ignoring “disconfirming” information?

In the movie City Slickers, Curly famously asks, “Do you know what the secret of life is?”  And when asked what it is he says, “One thing.  Just one thing.”  Of course, that one thing is what you have to find out.  For me, if (big if), leadership was about one thing, I would say it’s about listening.  A leader can’t understand others’ values, beliefs, assumptions and expectations without listening.  A leader can’t get others to willingly follow if he or she doesn’t understand what makes people tick.

To think that leadership is a trait like charisma, or something innate is to believe people can’t learn to become a leader.  What about you?  Who do you look at as positive and negative model leaders?  The tenets of self-reliant leadership (free will) mean we can make a difference when we’re ready to answer the questions we avoid, and follow up on the answers with action.  We certainly need moral and effective leaders more now than ever.

Article first published as What leaders can learn from nurses on Technorati.

The Ultimate Listener

Sunday, January 10th, 2010

Jo Berry & Pat Magee

The amazing thing about Jo Berry is not that she forgives the man responsible for killing her father in Northern Ireland in 1984. The amazing thing is how she got to a place where she could forgive. Her reconciliation came by meeting listening to the man who was an IRA bomber – the man who killed her father. By investing the time and truly listening, she came to understand Pat Magee. By listening, she came to know the unique circumstances in which he came of age, and what motivated him to commit such a horrific act. Learn more about their remarkable story.

hink about the people you work with… particularly a person that is difficult and hard to get along with. By engaging them and really listening, you will better understand where this person is coming from. That is, you will learn more about their values, beliefs, assumptions, interests, experiences and expectations. Equally important, your ability to focus and listen may help you influence this person’s interactions with you and others. The power does indeed rest with the listener.