IN LIFE WE HAVE exposure to remarkable people. These people have an influence and help form the person we are today.
For me several come to mind and from each I received priceless advice which still has currency today.
"You know being married for life is a long, long time." That was said by my maternal grandmother who I loved unconditionally and who is the only person I have uncontrollably cried for when I was told of her death.
When she said that I was in early teens and didn't quite appreciate what she meant. 40 years married I now more than ever appreciate what she was conveying. What she was alluding was in marriage you must continue to work at and never become complacent. Once I realised my wife was not the enemy, but my best friend and ally the longevity was never going to be an issue- well not for me. I now believe and understand the importance of a good partner in your success.
Early in my 20s I was taught that the Question punctuation is more powerful than the Exclamation mark. I had a boss, the owner of a travel tour packaging company, and as a sales representative for Venture holidays I would meet with him at the end of the week in his office for a verbal summary. Mr Cook would never lecture or give instruction but calmly, and methodically ask and lead me to points he wanted me to understand and adopt with well structured and probing questions. Once I realised the power of such an approach I adopted as my own approach with associates, prospects and direct reports. Interestingly Tom Hopkins uses the same approach with a pack of cards to demonstrate how he can get a predetermined answer through strategic questioning.
My mentor and good friend Tony Bongiorno helped my epiphany of the importance knowing the continuum of the sales process. Once this mystery was revealed I realised why I was missing opportunities, and just how important that it formed the basis of my success. And an important aspect with those I coach no matter what their role or industry. I also realised over time, how many don't know or apply this key business development skill. Telling is certainly not Selling.
A man I never met, but read an attributed quote which also forms my approach to life, first in business but one I also applied to my friends and family. He was the founder of Mattel, the toy company better known for Barbie and GI Joe who said "Never offer a Solution before you get the person VERBALISE the problem" After reading and understanding what he meant I never again went into a meeting without doing this and reaping the benefits of this approach. Priceless. Thanks Mr Mattel.
My learnings have not just from old wise heads but sometimes from the people I have mentored. Young Matt Bugg a toy industry up and coming executive shared with me the quote he liked: "When things aren't adding up begin subtracting" You need to be open to ideas and sometimes switch roles where the teacher becomes the student. Thanks Matt .
Whilst you might read and hear quotes and ideas a million times they often just bounce off, or we may be not ready for this new information. In effect we don't really internalise this new knowledge and adopt the action. Let alone convert to habit. But if you are committed to the idea of being better than who you are and pursue a life of mindfulness and learning it can hit you like a bolt of lightning from the blue.
One of the ways I remind myself of this state of awareness is to every day review the past 24 hours and write a list of bullet points of Wins, Learning, Success and Progress. My aim is to have a 30 point list at the end of each day. These points could be small or big, My aim is for incremental improvement but also I realise that when I do have major break throughs to recognise such occasions and I give myself bonus points. If I am having a purple patch and get my 30 points, I immediately close 'shop' and give myself the reward of finishing my work early and indulge in a passion of the time.
One final key learnings which means more to me today than in my early years . Its importance grows with passing years. I read it in the forward of autobiography of my good mate and lifelong friend Ian (Molly) Meldrum, music journalist and TV compare whose life came crashing down and dramatically changed when he fell from his roof as he made ready his house for a Christmas party 2 years ago. He said: LIFE IS SHORT!
For me it underscored the importance of what is important and I know it's not money! But health, family and friends. To take more risks, laugh more, and every opportunity to tell people I love them.
I would be interested to hear what your primary principles and ways you lead your life.
Keith Millar
Millar Inc
"Making GOOD people GREAT
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