Thursday, January 28, 2016

Everyone is a Genius

IQ is frequently used to determine whether someone, like Einstein, is technically a genius. But IQ is a measure of only one of hundreds of capabilities that are critical to success in this world. Successful people have found their area of genius and have exploited it. Others have followed the path someone else, or quite a few someone else's, suggested or chose for them. Often this path is not a reflection of their true genius.

My mother-in-law pointed out recently that everyone sees others through their own lens of choices. We are each where we are in life because of the many choices we have made along the way. Some have had much steeper hills to climb, but in the end we have each gradually chosen our current circumstances. Therefore, to feel good about ourselves, we assume that our choices were in fact the right choices. To validate ourselves, we tend to advise others and even cajole them to do what we did, make the sort of choices we made, follow in our footsteps, go into the family business, to get to the life we have created for ourselves. Those are of course the "right" choices. Unfortunately, virtually everyone has followed those bits of advice, usually to the "wrong" place or at least to not quite the "right" place.

The reality is that no two people have paths are even close to the same. No matter where you are in life right now, you have the choice to begin to turn the ship. It may now be a big ship with lots of passengers, like children, parents, friends, social structure or financial burdens, but it can be turned. If you are in a comparatively small ship, you can turn very quickly.

The first step is to find your genius. I often refer to this as your passion, but they are somewhat different. Where they overlap is the place where you can truly become great. That space is what you think about or do in your spare time. The stuff you read, on purpose, on the beach on vacation. When you "own" your time, and I realize that is often rare, what do you do or perhaps more accurately, what would you really love to be doing, if you could? Honestly.

I have maintained that to become successful (and that is in internally defined term) you have to become best in your "world" (and again that is an internally defined term). Becoming the best takes time and effort, no matter how good you may be at something. Larry Bird was a good solid athlete, but what made him great was the relentless willingness to do whatever it took to become the best. Not just the best he could be, but the best among the very best in the world. The gangly white guy from French Lick, Indiana became one of the two or three greatest basketball players of his era, and among the best of all time.

To spend that kind of rigorous relentless time becoming great, you have to be passionate about it. It has to be an area of your unique genius. The basics have to come pretty easily. They are things you learned because you found them fun when you were a child. This is the stuff you want to do whenever you possibly can. It has to be something you truly want to do ALL of the time. (Usually this rules out things like laying on the beach and fishing.)

For many, I would even say most, this can be very hard to find for many reasons.

  • It is not what you are doing now and you have been doing it so long, though you really do not enjoy it, that to change would be perceived by others, especially your spouse, as ridiculous. 
    • This is certainly tougher the more people you have on your boat, so take it slowly until the final turn does not seem so dramatic. But start now.
    • Finding your passion is a journey. It generally is not the actual thing you do, but why you love to do it. What about working crossword puzzles or crank shafts turns you on? Now apply that to life.
  • You cannot imagine how you could possibly make a living doing what you love. 
    • You might not be able to live the way you are now, but you will likely be a lot happier.
    • The reality is that the best in the world at everything are quite well off. If finances are important to you, focus your passion and genius on something that can get you there. Many of the best teachers are rich, but they teach adults, not children. The best welders are well off, they just do incredibly complex and delicate welding. 
    • If you are passionate about doing it and it is in your unique genius wheelhouse, you can be the best and make money.
  • I would have to go back to school and I'm old and broke and my dad would be mad and and . . . What are your excuses?
When you find the intersection of your passion and unique genius, and work hard to become the best, those who need your talents for the most critical and high paying things, will seek you out. They simply cannot afford not to.


Friday, January 8, 2016

“Making Rain” the Right Way is the Path to Success

One of the most powerful quotes in movie history came from the movie Jerry Maguire. Cuba Gooding, Jr. played a free agent football player and Tom Cruise his agent, a provider of professional services. Mr. Gooding’s character expressed the essence of success in all professional service businesses chanting “Show Me the Money” as Jerry Maguire and his nemesis battled on the phones to convert or maintain clients before Maguire left the firm.

It is about clients. It is about money. It is about revenues, first and foremost, and then profits. Every attorney, accountant, architect, engineer, appraiser, broker, agent, expert, and every professional practicing in the dizzying array of business and life consulting, knows that success, prestige, the corner office, the fancy titles and the $2000 suits go to the rainmaker, that person who brings in the money to the firm.

The Natural
Many of those who become the biggest rainmakers, the drivers of huge amounts of business for the firms in which they work, are born to sell anything to anyone anywhere, or so the excuse goes. Perhaps this is true. What I have found, however, is that rainmakers follow these steps. It is from them that they were derived.

The reality is that they know these secrets, have followed them for years, worked their butts off on them, and as Sam Walton said about Wal-Mart, they are overnight successes that were 20-plus years in the making.

The Rest of Us
For the rest of us, however, bringing in business does not come naturally. “Selling” is a dirty word. So we do none of the things required to become rainmakers. We have no idea what those things are. No one teaches professionals how to sell. It is not within the curricula in any professional program.

Great rainmakers know the secrets to driving business. I can teach them to you and help you become a great rainmaker. Here are the ten steps.

  1. Think Like a Business
  2. Find Your Passion
  3. Become a World Class Expert
  4. Focus Your Business
  5. Define Your World
  6. Tell Your World
  7. Do Not Sell - Solve
  8. Be Strategic
  9. Execute
  10. Exploit

As Jim Collins pointed out in his book Good to Great, good is the antithesis of great. It is easier to move from poor to great, because no one wants to remain poor. The motivation is high. The risks are low. By far the biggest leap is from a good, talented and capable service provider to a passionate, great rainmaking expert.

“I make a decent living. My family is comfortable. My kids are getting a good education. Sure I am bored, or worse, downright unhappy. Sure I have achieved the most I can in my current situation, but I make a decent living. What if I change? What if I follow my passion, become an expert, and it does not work? How can I risk all of that?”

The marginal difference between good and great is still huge in terms of pay, prestige and even happiness, but the risks also seem high, but that is because you do not know the path.


Each week I will post an article on each of these, and some subsets. Not necessarily in this order, as there are issues more important than others. If you do not want to wait, give me a call and we can begin the process together.