Salespeople have an infamous mantra, “Always be closing.” That phrase has several meanings: Close the sale for the salesperson. Close the options for the buyer, so they don’t continue to look for alternatives. High-integrity sales work well for both the buyer and the salesperson. But notice that there’s no adaptability there. The situation closes. Instead
Three Secrets to Make “Always Be Changing” Our Personal Focus Read More »
Back when I was in school, my teachers suggested I was capable of much more. I didn’t live up to their expectations. Now, some people tell me my vertigo is the kind of challenge that fits into the category of: “What doesn’t kill us makes us stronger.” Or, they say, “God doesn’t give us more than
Whose Expectations Do You Choose to Satisfy and When? Read More »
A few months ago, in October 2023, I noticed a strange pimple on my nose that bled after I washed and dried my face. I checked with my doctor who said to see a dermatologist. I didn’t panic, but I made an appointment as soon as I could. (An urgent reaction.) The diagnosis was squamous cell skin cancer.
How Can We Combine Our Feelings of Urgency and Calm to Be Most Effective? Read More »
Last week, I had two major social interactions. First, I spoke at the Tech Leader Summit, which was great fun. I had a blast reconnecting with my colleagues and meeting new people. And I got to talk mostly about the Modern Management Made Easy books. A total win. My role was that of the expert. And my
How Comfortable Can You Be With Your Changing Role, Especially in a Social Setting? Read More »
At my instigation, Mark and I went to Norway last week to see the Northern Lights. We had a terrific time. (If you want to see just one image, go to the online version of the newsletter.) Mark found an accessible tour, so I saw the lights from two perspectives: standing in the cold—and sitting
When Do You Make Assumptions About Other People’s Abilities? Read More »
If you’re a word nerd as I am, you might already know this word: homeostasis. It means that after an event, we return to a relatively stable state of equilibrium. Then, I read a book that offered me a new word: allostasis. That word means we use our emotional resilience to find a new state
How Can We Learn to Look Forward to a New and Possibly Unknown State? Read More »
We have many so-called permanent records in our lives: school report cards, vaccination and health records, and, of course, those terrible performance evaluations at work. I do like having digital health records—they make it easy for my doctor to help me maintain my health. But the report cards? I distinctly remember one school year when
How Satisfied Are You With What’s on Your Permanent Record? Read More »
People ask little kids what they want to be when they grow up—to talk about their dreams. Back when I was a kid, I had no idea about all the possibilities. I’d seen doctors, nurses, teachers, and businessmen. (No businesswomen. Yes, I am that old!) And even as a kid, I realized doctors had power—much
When Is It Time to Set Aside Your Current Dreams and Start Over? Read More »
If you’re like me, you have plenty of improvement goals. I have personal, professional, and office-cleanup goals. (Since my office appears to be a perennial mess, I count that as a separate and very subsidiary goal.) I often use the compounding effect to make those improvements. The compounding effect works very well for money. Put
How Can You Use the Compounding Effect to Achieve What You Want? Read More »
A billion years ago (I might be exaggerating a bit), I sat at a computer, stumped. My boss had assigned me this challenging project three days before a customer visit. I had just one day remaining. I had a green-and-white listing of the code next to me on my left, and my diet soda on
How Do You Prepare to Work Hard and Be Effective? Read More »