"Be the CEO of your own life. Raise hell. Let the chips fall where they may. It'll never be easier to change jobs than it is today." -Keith Ferrazzi, Never Eat Alone
I am reading a book right now, correction, I am listening to a book on Audible that I am IN LOVE with! I sent out a tweet two weeks ago asking a few of my friends (Tamara McCleary and Amy Schmittauer) if they had any books they love, I had just gotten through my last round of recommended reading and wanted a fresh idea. The reply came back, Never Eat Alone by Keith Ferazzi, and Tamara chimed in that he is in fact the real deal, good guy. I promptly downloaded and got to listening. I have a habit of listening to books and podcasts audibly each morning while I workout, I totally recommend this method of intaking information. So, the book, I can not believe I didn't know about it sooner! I am a long time fan of "How to win friends and influence people" by Dale Carnegie and my experience of Farazzi's book is it reads like a current day catch up, expanded version of Carnegie's classic! Hats off to you Keith, love the message.
I want to share what I was listening to yesterday during my morning workout because this concept is one that radically shook up my life up a few years ago and I appreciated that Keith wrote about this idea. I wish I could remember who told me this, or if i woke up thinking it, but here is what happened. I connected the dots between how my life was going and the passive or active way I was approaching my circumstances. Practically: I needed to "promote myself" or begin behaving to the level I was wanting to achieve, I needed to be the CEO of my own life.
If my life is going anything other than how I would like it to be, the only person to blame is me! If I don't LIKE the way something is going, I need to handle that circumstance as if I was the CEO of my company, as Keith puts it "me inc."
Once this message began to click for me, I realized if I was not happy with a doctor, practitioner or even fair weather friend, in my life, I need to fire them! And find someone that did align with what I was wanting. The idea of being the CEO of my own life is that of taking charge of what I want in my personal life and seeing all of my encounters as opportunities to make decisions that align with my greater purpose.
Yesterday, when I was listening to what Keith had to say on the topic and reflecting about my own experiences, it is most relevant to share a few of Keith's tips that were also my experiences.
Here are two places to start when you do decide to promote yourself to CEO!
Do not ask for permission, you do not need anyone to say it's OK to take charge of your life, it is actually entirely up to you and if you do not take charge, do not be mad when nothing happens. It is my observation that it can be very easy to sit back and wait for things to happen for you without taking action. Good things don't come easy, lots of people say, I like to think that my willingness to put in the effort is what matters most, and if I want something, my energy towards that goal is what usually determines what happens. My willingness to grab the steering will, put my foot on the gas pedal and GO without waiting for someone to say "the light is green" is what allows for my success. We all have something to share that is valuable, so, green means go! Go start telling people how you can help them.
“To become a brand, you’ve got to become relentlessly focused on what you do that adds value. I promise you can add value to whatever job you’re doing now.””
The truth is, perception is reality ,what you project is how people will perceive you. Knowing that, how do you want to represent yourself? I think what Keith says really sums it up.
“Lets be real, image counts, so whatever your look, take time to think it through. What is your appearance telegraphing to others? There is one general, overarching caveat in this step: stand out! Style matters. Whether you like it or not, clothing, letterheads, hairstyles, business cards, office space and conversational style are noticed- big time. The design of your brand is critical.”
In order to promote yourself to the CEO of your own life, the requirement is a genuine desire to be responsible for what happens in your life. Passive measures do not yield great results in my life and when i am actively engaged and putting effort into my dreams, they in-fact do come true.
Have you read the book? Never eat alone? Please send me a note, I would love to have a conversation (virtual book club call) with you about your findings and compare notes! click here to connect
Lindsey Rainwater, also known as Lindsey RainH2O, is a sought-after business consultant, leadership coach, writer and presenter to the fitness and wellness industry. For more information about Rainwater, follow her on Twitter@LindseyRainH2O
We all have that voice inside our head that says “you can do it, you've got this” and, in contrast we all also have the voice that says “no you can’t, you're screwed.” The journey of which one wins at any given moment is an on going discovery process.
When I was in my early 20’s I was a store manger for Starbucks Coffee and one day in particular I remember dancing this very tango between “yes I can and no, I can not.” It was early one weekday morning and the regional manager had plans of touring my store that day. I had been whirling around all morning making sure my store was in impeccable shape for the visit. He walked in and I remember like it was yesterday, my entire body flooded with heat, I could feel my heart beat in my temples. I have no idea what he asked me about, what we spoke about or how long he was there, but I do remember that feeling and what was going on in my mind as we were talking. I remember having the experience internally of doubt and belief at this same time, and which ever voice I gave more attention, grew. The more I believed in myself and told myself I had a reason to be there, I was part of the conversation, the calmer I felt. In contrast, the more I doubted, the louder the heart beat in my head become and the hotter the back of my neck felt.
I did not know it that day but looking back, it was that time period that I started to realize I had the ability to experience situations differently based on how I decided to feel about them. Don’t ask me why this particular instance sticks in my head, all of us have “those moments” that leave a lasting impressions, and that day was the one where I noticed my own experience of other people and me. It was that time period and many years to follow (and still) that I began to cultivate true confidence in who I am as a person and awareness of my value. It truly does not matter what your title is, how much money you make, if your picture is in a magazine, at the end of the day we are all human.
I love the way my friend Robert Dyer puts it, “you know Lindsey, we all put our pants on the same way, one leg at a time.” He had said that to me prior to a big meeting that I had myself pretty worked up over. It took me many years to cultivate the confidence to see myself as whole and capable in the presence of those with larger titles than myself. Looking back, I don’t think it was one single experiences that cultivated confidence instead a compounding of many many experiences that brought me to where I am today. Which is by no means a state of “arrival,” however I can say that today I see myself as fully capable to have a conversation with anyone, even the president or the united states without the feeling of “less than” being part of my internal dialog, which is a far cry from where I came from.
In creating this article, I wanted to share my personal experiences on the topic as it has completely overhauled the way I see myself and therefore the world. Here are a few points in summary that when I think back were compounding experiences resulting in my ability to cultivate confidence.
Practice talking to people you feel afraid of talking to.
As simple as this sounds, if you really evaluate your choices in people you talk to I would bet you air on the side of “safe” instead of risky, it is human nature to seek out comfort. The only way I have found to learn to tango with fear instead of bolt in the opposite direction is to face the fear square in the eyes and go for it. Do you follow an “important” personal on twitter that you would love to have a cup or coffee with? Ask them for a phone call! You know that quote we all “like” when it pops into our FB feed “do something each day that scares you,” this time, do it, scare yourself, I dare you.
Hang out with people doing and demonstrating what you want.
The saying, “you are the sum of the 5 people you hang out with," find 3-5 people you want to be like when you grow up and hang out with them. Something I have done that I find useful is if the person is not available but they distribute content (Tim Ferriss, Gary Vaynerchuk, Amy Schmittauer) listen to/watch and consume their content. I have Tim Ferriss in my ear more than once per week, and as a result, he influences me. Find your role models and soak up their goodness as often as you can.
Take exquisite care of yourself and prioritize this above all.
We are what we think, eat and do repeatedly. This is a basic equation and thought process AND the easiest to completely loose footing on and fall off track. The reality is this, if you do not take care of yourself, no one else will do this for you, it is your responsibility to love what you’ve got! We all see so many leaders burn out in their 40’s because they didn’t sleep, eat or exercise in their 30’s due to over working. I don’t know about you, but this whole gig is a marathon not a sprint, If I skimp on sleep, eat too much pizza and skip too many workouts today, it’s only a matter of time before I run out of steam and crash and burn. So even if it is inconvenient, create space for yourself everyday, and be vigilant about staying true to your routine. This will allow you to be available to everyone else. Self sacrifice at your own expense is not heroic, it is wasteful. If you do not care for yourself, your spouse, co worker, children and pets will get your leftovers instead of your best.
Cultivating confidence in yourself is a lifelong journey. Just when I think I have rounded one corner and feel great, a surprise is right around the next bend. The good news is that with practice dancing with fear, lots of help from other's and taking care of myself I will continue to create more confidence everyday. What’s the point you might ask of cultivating confidence? For me it is about being of maximum service to my purpose for being on this planet. We are all hear to fill our own specific and unique calling and having the confidences to say YES to life when the phone rings is what it is all about.
Do you struggle with confidence or want to chat on this topic? Send me a note and I would enjoy connecting with you on the topic.
Lindsey Rainwater, also known as Lindsey RainH2O, is a sought-after business consultant, leadership coach, writer and presenter to the fitness and wellness industry. For more information about Rainwater, follow her on Twitter@LindseyRainH2O
The past month I have been "un packing" the idea that sales people, in the way we have come to see them has evolved to a new role, one of business development. Before I dive into the next phase of being (or becoming) a business development professional, I want to emphasize the importance of these fundamental shifts in thinking about the role differences.
My belief is that the role of "sales" is evolving into the role of business development. I whole heartedly believe that people have reached a place of not being able to be sold, and as a result are requiring much more from the people guiding or weighing in on their buying cycle.
Today's buyer is savvy, smart and has a computer, in their pocket! These facts are the ones that beg of anyone that considers themselves in a sales position to dramatically change their perspective. The entire context of the customer/ buyer relationships has shifted and the future is about being a well positioned resource for your potential customer.
Below are the topics I have covered in the past 5 weeks, click on the text to see the article:
The business development person is the new leader, the sales person tactics are a thing of the past.
The Key Differences between Sales and Business Development.
Business Development Professionals Solve Problems.
Business Development Professionals Are Industry Experts.
Business Development Professionals will Walk away.
I for one am in total celebration of this shift in thinking and it is one that requires from us a complete over haul in thinking. Seeing the world as an opportunist and creator, thriving relationships and met needs.
What do you think about this paradigm shift? Do you think the role of old school sales tactics is a thing of the past?
This topic is one that really excites me, if you would like to chat about it, Click here to IM me and start a conversation!
Lindsey Rainwater, also known as Lindsey RainH2O, is a sought-after business consultant, leadership coach, writer and presenter to the fitness and wellness industry. For more information about Rainwater, follow her on Twitter@LindseyRainH2O
“Good is the enemy of great. And that is one of the key reasons why we have so little that becomes great. We don't have great schools, principally because we have good schools. We don't have great government, principally because we have good government. Few people attain great lives, in large part because it is just so easy to settle for a good life.” ― James C. Collins
Mr James Collins is a wise man, and in his book Good to Great he talks about aiming for great instead of settling for good enough. This idea is very easily applied to prospecting potential customers in the world of sales and business development. There might be lots of “good” prospects out there but only a handful that will be great parters for your organization long term.
One of the biggest mistakes I see salespeople make is thinking everyone has potential to be their customer. When you want to sell something and you really believe in your product it is easy to imagine how everyone could benefit from what you are providing. Also, this mentality can be the fastest way to missing “great opportunities” and settling for good ones.
The reality is that there will be plenty of people that will not be your customer, and for good reason. Your product offering and customer maintenance structure might not be the right fit for them. Recognizing and knowing when to walk away is what separates good sales people and great business development professionals.
The fact is that if someone is a difficult prospect to work with pre-sale, imagine the headache they will create for your company once they are on-boarded. These types of sales end up costing your company more money long term. Short term, you might have made your commission, but long term it is not worth it for everyone involved.
The mentality shift that is required to walk away from the wrong potential for the sake of a short term sale is the same as the abundance vs. scarcity mentality. When your thinking is scarce the belief is that you must sell to someone because if you don’t, another might not come along, you will miss your quota, the thinking is narrow. The abundance thinking mentality is one that says there is plenty, and by doing the right thing and walking away from the wrong deal you are fighting to close, another door will open and the quota will be met and the pipeline will broaden.
In the start up community, some of the most successful business’s are the ones that choose to pivot letting go of what was for the potential of what is to come. This abundance in thinking makes way for the opportunity, walking away from a prospect that is not the right fit for your product is the same exact concept.
A few books you would enjoy if this context shift in thinking interests you are Good to Great, a classic and Abundance by Peter Diamond. If you send me a message and inquire I would be happy to send you either book as an amazon gift.
I am very passionate about sales people pivoting to be business development professional, educating, researching and focusing on being strong industry resources.
Please let me know how your business development career is going, do you find that by walking away when it’s right to do so that you create new opportunity? I would love to talk with you about your experiences.
Lindsey Rainwater, also known as Lindsey RainH2O, is a sought-after business consultant, leadership coach, writer and presenter to the fitness and wellness industry. For more information about Rainwater, follow her on Twitter@LindseyRainH2O