On Feb 20 I attended the Entrepreneur Roller Coaster Experience as designed and delivered by Darren Hardy.
The presentation was based on his book, “The Entrepreneur Roller Coaster – Why now is the time to #JOINTHERIDE”.
His presentation, stage presence, and environment was flawless (other than the room was too cold in the morning!)
I actually got to meet him and get a picture with him.
Too often we go to events like these and learn a few things but we don’t take the time to process what we learned, and it’s impact on us.
That’s one reason why I’m doing this post.
But another reason is to distill the entire day down into some very significant points, and save you LOTS of time.
It was a 3 Act Workshop: Warn, Equip, Prepare
So here are my big takeaways.
What will you say to your Granddaughter?
When you retire, or later in life when you have a granddaughter, they’ll be over to your house and will look around and ask this question:
Grandpa, how did all of this happen? What did you do with your life?
Wow. That’s a gut check right there.
Just thinking about that inspires me to work harder and smarter, to take a few risks, to venture out.
I don’t want to tell him that I had opportunities that I passed up, or didn’t take any chances.
Because I’d want to encourage her to LIVE life, to thrive, not just survive.
I’m not built for simple survival, and neither are you.
To make a big difference, you’ll likely need to become unpopular
Darren gave the example that the most powerful man in the entire world, the President of the USA, didn’t even win half the vote, and quite a few people almost hate him.
There are lots of examples of this: Jackie Robinson, Martin Luther King, Ghandi, etc.
But how to overcome the needing to be liked?
One way is to remember that when you die, there will be some people that will cry at your funeral, but not many, and they won’t cry for long.
So when you’re scared to do something and are tempted to shrink back, as yourself this question, and if the answer is no, then just don’t give a rip:
“Will they cry at my funeral?”
It will suck 95% of the time, and be OK with that
The biggest achievers face the biggest problems. The higher up you are in a company, the bigger problems you have. Personnel, lawsuits, critics, late nights, weekend work – it’s not easy.
So don’t over romanticize what you’re doing.
Instead, love either the
- WHAT you do
- HOW you do it
- WHO you do it for
- WHY you do it
Be clear on what you love, but even MORE clear on what THREATENS what you love, because that is more powerful fuel.
When you’re down, or out of energy and need a boost, don’t go for the energy drink – think about what threatens what you love, what can take it away, kill it, etc.
Think about the threat to what you love
Sales and Marketing is #1 above anything else
While having a great team, management, and/or product are important, what fuels your business, and your life is Sales and Marketing
To accomplish almost anything, you’ve got to put the Sales and Marketing hat on.
Surprised? Just think about if you’ve had to use sales skills in doing any of this:
- Getting a date
- Getting a job
- Negotiating when buying a car
- Convincing someone to go to restaurant A vs restaurant B
Without Sales and Marketing, nothing happens.
And it can take mediocre products and launch them to #1 (think McDonalds).
So all of this means you must:
Spend more time getting better at Sales and Marketing
Design the transformation first and end with the product
Most of us design products and the selling system in this order:
- Product/Business design
- Sales & Marketing
- Client Interaction
- Client Transformation
Instead, flip it
- Client Transformation
- Client Interaction
- Sales & Marketing material
- Product/Business design
We need to start with the transformation, the change we want the customer to have. Something they can see, smell, hear, taste, touch – something that will alleviate pain or make their lives better.
That transformation must be crystal clear.
Then find the client who will want it.
Then write the sales and marketing material.
Finally, develop the product or business that creates the solution which will provide that transformation
Always, start with the transformation you want someone to have BEFORE you build it
Talk Less, Listen More, and Ask Questions
Instead of using the word SELL, use the word HELP. Help people.
To do that, we must find out how we can help them.
To find out how we can help them, we must ask questions – we can’t assume.
So come up with 10 discovery questions. Here are a few I’ve come up with from past work:
- What is the most important activity in your business right now?
- So how do you go about doing that task right now?
- Do you feel any pain with this task?
- Walk me through a typical day
- What’s exciting you most about your business/life?
- What’s exciting you least about your business/life?
Ask questions, then shut up and listen
Leadership has changed and you’d better change, too
Think about what’s happened in the last 20 years, with the explosion of technology, the world being connected, financing available, etc.
It’s pretty easy to realize that the progress we’ll make in the 21st century will be greater than all the other years combined.
How do we cope with this?
We must change our leadership style.
No more command and control: people have too many options.
It’s all about example. The leader sets the pace.
The leader has to be the most
- service oriented
- personally developed
This is one of the reasons why I’m working on yoogozi.com
Your personal leadership ability is the #1 Constraint to what you can achieve in the 21st CenturyDarren Hardy
Say NO more, and say YES less
I focus on doing too many things. Chances are you do too!
Darren says to focus on only THREE. That means
- Three Goals – if accomplished, what would it take to make this year the best year ever?
- Three Functions – what can you do that nobody else can do? Track the actual time you spend on it and try to increase it
A Master skill of success is, out of 100 opportunities, say NO to 99.
For every 100 great opportunities that are brought to me, I say “no’ 99 times.Warren Buffet
It’s better to be world class at a few things then mediocre at many things.
Give up to Go up
So that you can have time to focus on your top 3, and better yet, your top 1, give up as much as possible.
That might mean give up or significantly reduce
- certain hobbies
- bad atttitudes
We must figure out what to give up so that we can get really really good at ONE THING
Find one or two mentors you connect with and drink deep
Darren talks about his Personal Development Plan of 1-1-5-3-1-30-30-5-10-10 here: http://www.darrendaily.com/skill-plan/
But one thing he said the really struck home was to find someone you connect with, you align with, and rinse and repeat with their material.
You don’t need to read 500 books a year. Just pick a good few, find a couple of great authors, mentors, and listen or read their stuff repeatedly.
With a mentor, dig one well deep rather than many wells shallow
Resist the emotional fight or flight internal mechanisms
Our brains were built for survival, and as such we have a fight or flight mechanism built into it.
When we sense threat or danger, we want to do one or the other.
This was good in ancient times so that we’d react properly to a man-eating lion, or some village raiders, it’s not so good today.
When we need to pick up the phone and call someone, we have that same mechanism kick into gear, and we’ll normally choose flight.
Yet our survival isn’t at stake at all. So we’re misinterpreting the situation.
- Remind yourself your survival isn’t threatened.
- Get over the need of having people like you
- Control your anticipation since that is where the fear comes from.
- Focus on the task, not the outcome. So be PRESENT to the moment.
- Turn the fear into fun, the failure into a game.
- Realize you only need a few seconds to get yourself going and the rest will be fine
- Do it over and over so you get used to it.
Remember, 20 seconds of courage is all it takes, and you can be a coward the rest of the time.Darren Hardy