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Business Disruption That Wins by Phil M Jones

By Phil M Jones | May 02, 2022 | Comments Off

What did Uber look at? They looked at a process that sucked.

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Uber disrupted an industry massively, yes? And they really made a dent.

Here's what they didn't invent. They didn't invent traveling by motorcar. They didn't invent traveling in the back of the motorcar.

They didn't even invent traveling in the back of the motorcar with somebody else driving who was paid to do so.

All of that stuff existed.

What did they look at? They looked at a process that sucked.

Does anybody remember ordering a Minicab? Let's see if the process, my experience, is anything like yours.

So, you need to get to the airport tomorrow morning. You need to be there for 9am. So, what you do is you call today to book the Minicab. It will take you about an hour to get there, so you ask it to be with you at 8 am.

Reasonable conversation happens, Minicab is booked. 8:02 am the next morning, where's the Minicab? It's not there, right? So, you're making a phone call through and what do they say?

What do they say, “It’s on its way!”

What did they say next? 8:17, it clearly wasn't around the corner, was it? Finally arrives. You get into the car after putting your own bag in the trunk.

You get into the car and the driver says, “What? Where are you going?”

I'm like, “I told you this yesterday!”

But you politely tell them anyway, right?

And then they say, “Which route do you want to take to get there?”

And you're like, “That's your job!

But anyhow, you still navigate them to be able to get there. Finally, you get to the destination, correct? Running a little later than anticipated.

They say, “That's $37.42.”

So, you hand them your credit card and they say, “Cash only.”

So, you rummage around in your bag finding the only cash you could find. You hand them a $50 bill and they say, “No change!”

So, Uber show up - create a process that is slightly more efficient for the consumer than that - and what did the Minicab companies do?

They say, “It's not fair. Just, not fair!”

And how well did that work out for them? Didn't work out too good did it?

They stomped their feet, they tried to push through legislation. They said every version of, “It's not fair.”

Yet still, who won? The consumer won. Not Uber. The consumer decides what level of service they're looking for. Not the company. The consumer decides.

And Uber won because they put the consumer first.

 

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Win Business through The Power of Storytelling by Ty Bennett

By Ty Bennett | Apr 05, 2022 | Comments Off
Watch video for Ty Sander's keynote where he shares more on storytelling with 3 ways to bring the audience into the story.

"Decide what differentiates you? What do you want your client to know or believe about you?"

 

Last week I was in Kentucky speaking to Realtors for Berkshire Hathaway. I was sharing The Power of Storytelling and the first question they asked was how do you tell a story that differentiates you but comes across the right way?

In other words, how do you sell yourself without bragging?

This is a crucial story as an influencer for each of us to master - so let me give you the formula.

Step 1. Decide what differentiates you? What do you want your client to know or believe about you?
Examples - You have integrity. You possess unique market knowledge. etc…
Keep in mind that you can’t differentiate yourself by putting down the competition. Promote what you love instead of bashing what you hate.

Step 2. Determine where you learned or developed this quality or skill. Who taught it to you? Where did you learn this lesson? Or who/what is a great example of this?
Don’t be the hero of your own story. Determine where this quality came from and build the story around that person or experience - making them the hero.

Step 3. Apply that to yourself.
Use a simple line such as: "And as we work together you can count on me to operate with integrity because that is how my parents raised me. "

I was coaching a financial advisor named Walker. As he went through this formula he developed a story that sounded like this:

A few months into my first job out of college our employer took us to an extreme team building experience. It was amazing. We were divided into platoons (teams) and each platoon was led by a former Navy Seal. Our leader was a mountain of a man that looked the part of a Navy Seal. The first thing he said to us was this: "If we are going to win, we are going to win as a team. Which means everyone here needs to commit to this - You are going to do the right thing even when nobody is watching. You have to make decisions for the team and not just for yourself. If we can commit to this, there is no stopping us."
I share that with you because this concept resonated with me and it is a commitment I have tried to live by as I do business. So, as we work together I want you to know that you can count on me doing the right thing even when nobody is watching. I am in it so we both win.

This simple formula allows you to build a specific story that we can each use in the influence process. It will allow us to sell ourselves without bragging and win business through The Power of Storytelling.

 

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Simple Swaps by Phil M Jones

By Phil M Jones | Feb 09, 2022 | Comments Off

A change of wording typically results in you gaining that response or an answer to your question.

Using a simple technique, I am going to provide two pieces of magic in one short section. The psychology behind this technique, which involves turning an open question into a closed one, results in you receiving a guaranteed outcome or answer.

It came to me, first of all, from trying to prevent a giant mistake I see so many people make when they reach the end of a sales presentation.

Following many a presentation, the question people reach for is, “Do you have any questions?” Asking this creates the subconscious suggestion that the other person should have questions, and if they don’t, it makes them feel peculiar and perhaps even a little stupid. This encourages them to leave the decision-making conversation and go away to think about it.

A simple change of wording puts you in control. Swap the phrase, “Do you have any questions?” with the improved, “What questions do you have for me?” The minute you assume an outcome, the easiest response for them to give is that they have no questions. What does this really mean? It means they have made a decision and you are perfectly positioned to ask for it. This change of wording typically results in you gaining that response or in the specific questions they need answers to.

Either way, you are far closer to a decision, and you avoid the dreaded, “I need some time to think about it.”

That was the first simple lesson, but I promised two for one in this section. This next change is so simple and so profound, it works whether spoken, written, by text message . . . it works everywhere. It’s best used when you are looking to garner an additional piece of information from the other person and you want it effortlessly.

Consider a scenario in which you have met someone and would like to have a conversation with them at a later time. A mistake many people make is asking, “Can I have your phone number?” When you ask somebody, “Can I have your. . .?” it creates a permission-based resistance in the other person, which makes it harder to get what you hoped for, since a “yes” or “no” response is required. It can be seen as an invasion of privacy. Instead, asking the alternative question, “What’s the best number to contact you at?” results in people effortlessly giving you the information you requested.

Both of these sets of Magic Words demonstrate how changing a couple of words can make all the difference in the results you get from your conversations.

Changing a couple of words can make all the difference in the results you get from your conversations.

 

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Change is Inevitable, Adaptability is Essential by Ty Bennett

By Ty Bennett | Jan 21, 2022 | Comments Off

The new normal seems to be a never-ending, changing target and so we have to learn to be flexible.”

There has never been a point in time where adaptability - the ability to deal with change - has been more essential.

The new normal seems to be a never-ending, changing target and so we have to learn to be flexible.

But why is change so hard?

One word - fear.

Change triggers a fear of loss. Giving up what we know, what we enjoy and what is comfortable.

What happens in our mind when we face the unknown is we ask, what if? And our mind tends to answer with a worst-case scenario response.

Our minds are actually trying to protect us and so it helps us to see what we need to avoid but it creates a fear that isn’t necessarily real and, more importantly, it is debilitating.

The problem with fear is it stops us from taking action and effective change requires action.

So, when we play the What If Game in our mind, we have to consciously and strategically answer with a positive response.
We need to see that change leads to growth, new and better results. And use that vision to take action toward creating that reality.

Managing fear is a very real thing for each of us and our teams.
To navigate the constantly changing landscape, we need to be action oriented and understand how to push past fear.

Adaptability is an essential skill in today’s world and it operates much like a muscle. It grows with use.

Managing fear is the first step. Then with consistent action, we grow our adaptability muscle.

 

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The 7 Keys to Reinvention by Phil M Jones

By Phil M Jones | Nov 03, 2021 | Comments Off

When you shift your regular focus to “better” you are instantly powered by progress and internally motivated to improve. Better still, when better is the focus, you soon outperform your current best. 

One thing everyone seems to agree on is that the world we once knew is most likely not going to return and instead we are faced with an altogether different reality.

One thing that is really fascinating is that whilst these are times of uncertainty, we have ALWAYS lived in uncertain times. The landscape is always ever changing, and it is your ability to navigate these changes that can deliver the edge you are looking for to keep moving forward.

As 2022 nears, it is a great time to look at 7 key factors that can refuel a reinvention and help you achieve greater success in your personal goals.

1. Do the Basics, to a High Standard, CONSISTENTLY

What is My Secret to Success?

I get asked this question a lot and have given very serious thought to any answer shared. From starting my first business at 14 years old to every commitment since, the same set of principles continually serve my forward motion. It may not be sexy, profound or even be re-tweetable – but the simplicity and inward inflection has repeatedly empowered me to find clarity in my actions. So here it is….

“Do the basics, to a high standard – consistently” 

As you read this, give thought to your own responsibilities. 

  • What are your basics?
  • How well do you perform them?
  • Where can you improve consistency?
  • Taking personal responsibility for your current circumstances soon empowers you to start to create the change you are looking for.

2. Too Many People Make the Giant Mistake of Thinking that Success is for “OTHER PEOPLE.”

The Mistake Made by the Many

Imagine being sat at a dinner table and sharing your goals and aspirations, only to be sniggered at and told that you are such a “dreamer” – like it was a bad thing. That was exactly what happened to me in my early twenties and from that day forward it was decided that “dream stealers” had no place or purpose in my life.

Too many people make the giant mistake of thinking that success is for “other people” and fail to even give thought and imagination to the possibility of achieving massive things. We are living in a time where the future is unpredictable and that also means it can be better than the past. 

Catch a breath now, dream big and decide what massive goals you are going to shoot at next.

3. Any Time You Are are in the Presence of Greatness - Don’t just say “WOW,” Instead Ask “HOW?”

How Winners Win

The most profound lesson about high performance is the fact that success leaves clues.

Being a student of success means that any time you are in the presence of greatness you don’t just say “Wow” you instead ask “How?”. Behind this question are habits, actions and mindsets that are different to the rest of the pack and unlock attributes that you can borrow to help write your own success story.

When interviewing one of the world’s greatest Olympic athletes about his performance in the 100M sprint, he shared that on race day he runs the best 110m of his life. To become the best of the best of the best, continuously move the finish line past where the rules of the game place it. 

This same metaphor can easily transpire into your daily routines. Whether it is your appetite to reach out to potential customers, your redesigning of the customer experience following an inquiry or purchase, or even how you look at your results in any of your KPI’s – what you can you do to stretch your own finish line

4. Better Beats Best.

If I ask an audience of a thousand people whether they would like to perform or be good at something, better at something or do their best at something, there is almost a unanimous response of “best”.

People want to be seen as doing their best and being the best and fail to realize that this very mindset could be stunting their progress. When the focus is on “best” it creates the belief of a gold standard or absolute way of performing and in turn suppresses the possibilities of growth by overshadowing your daily actions. In fact, it is almost impossible to deliver your best. We are evolving and developing creatures and always maintain the potential of change. 

Instead, when you shift your regular focus to “better” you are instantly powered by progress and internally motivated to improve. Better still, when better is the focus, you soon outperform your current best.

5. A Failure is Trying Something You Have Never Tried Before and it Working Out Differently Than Anticipated. A Mistake is Doing Something Wrong.

Mistake vs. Failure

A failure is trying something you have never tried before and it working out differently than anticipated.

A mistake is doing something wrong. 

When navigating change, failures are a rich and rewarding part of the journey and mistakes should be avoided. Understanding and defining the difference between these two words is how you can innovate yourself out of chaos. By alternative, grouping the two together creates a paralysis of action and you and your workforce become entangled in fear. 

Fail fast and often. Learn quickly and build processes and habits that eliminate mistakes.

6. Being Efficient is Doing the Thing Right. Being Effective is Doing the Right Thing.

Efficient vs. Effective

Being efficient is doing the thing right.

Being effective is doing the right thing.

Your future success is dependent upon the quantity of quality interactions with your customers and teams. For you and every member of your team, identify a list of HPAs (High Pay-off Activities) and ensure that the vast percentage of your time is spent doing these things.

7. You Are Worth A Percentage of What You Earn.

The Missing Ingredient

Trying to summarize my thinking around the current reality and provide reminders of some of the key lessons from our time together becomes pretty complex. If you read through these thoughts looking to find the short cut, fast track or silver bullet to accelerate your success, I apologize for failing to deliver. 

The experience I have gained through both my own career and the insights of thousands of other great leaders delivers a continuous and frustrating fact. 

“You are worth a percentage of what you earn” 

This means that great strategy, powerful tools, premium product and world class skills only work under one condition – the condition that you do the work too. The gradient of the business landscape has certainly changed to a steep accent and there will be casualties. You get to decide how your next chapter unfolds. 

In times of change, it’s time to change.

Keep your eyes on the road, your hands on the wheel and remember that you are in control of far more than you think you are. 

 

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The Commitment Scale by Ty Bennett

By Ty Bennett | Sep 21, 2021 | Comments Off


The key to growth, high performance and real impact is commitment.


As a young entrepreneur I had a mentor who used to tell me, “If you treat your business casually, you will become a casualty of your business.”

This advice has stuck with me for nearly 20 years and with time I have found it to be applicable in many areas beyond business.

If you treat your health casually, you will become a casualty.

If you treat your personal and professional growth casually, you will become a casualty.

If you treat your marriage casually, you will become a casualty.

If you treat parenting casually, then your kids will become a casualty.

The key to growth, high performance and real impact is commitment.

True commitment opens doors, gains followers and extends positive influence.

The Commitment Scale asks us to assess where we are living.
At a level of distraction? Constantly being pulled away by every distraction.

At a level of decision? Making a decision plants your flag. It cuts off other options and gives you direction.

At a level of discipline? Where we follow through and choose consistency.

At a level of devotion? Where you are driven by purpose. Where you don’t treat things casually, you are fully committed.

It is devotion that builds brands, loyal followers, committed teams and leaves a legacy.

Don’t be casual.

 

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