Business Growth Ideas #269 – This week: Strategizing, Efforting, Lumbering

Sales and marketing Newsletter

Quick notes to help you grow your business in less time with less effort. . . sometime next week.

In this issue:

– Techniques for FIT
– Being Human
– Random Stuff

Techniques for FIT

  • Strategy isn’t built from today to the future if you’re looking for big growth. Strategy starts with a clear vision of the future, working back to today.
  • I can’t stop thinking about this from Fran Lebowitz: “”There’s only two kinds of people in the world: the kind of people who think there’s such a thing as enough money and the kind of people who have money.”
  • Consciously bringing your strengths to a task doesn’t happen because it’s automatic. You just do it. The time to consciously use your strengths is troubleshooting problems. “How can I use my strengths here?” works well.
  • The research tells us sleep is critical for our mind and body to function properly. Let’s check it out ourselves. Do you feel better after a good night’s sleep? Does a mid-afternoon nap pick you up? Yeah, me too.

Being Human – Effort and results

Excerpt from The Human Beings Guide to Business Growth


Effort and Results

One of the promises I make in The Human Being’s Guide to Business Growth is your people will expend half the effort and get twice the results with this process. To illustrate what I mean, let me tell you a story about an early experience with gambling. For years, I traveled to Las Vegas for trade shows. I’ve wandered through the casinos and played the games and have lost money like it was my job. I’m pretty good at that.

On my first extended trip to Vegas, a week-long training conference, we were at a hotel a mile or so off the strip. Each morning, someone in our training class would start the day by bringing up their big wins from the night before. It wasn’t long before I noticed a pattern. The winning people were different each day, but they all had one thing in common. It wasn’t that they were playing the same game. It wasn’t that they had large sums of cash to blow. Half the time, they weren’t even in the same groups.

What they had in common was that they were going to this little casino across the street with an island theme.

As you can guess, by the evening of day four, I find myself in a smoky, rundown, 1980s Miami Vice set turned casino looking for a table or machine to win big on. I settle into a row of slot machines and put in a crisp $20 bill, watching it get sucked up into the green-lit opening.

I punch the button, watch the wheels spinning and lights flashing, and the first wheel comes to a stop. BAR. The second wheel comes to a stop. BAR. My hands start to sweat as the third wheel comes to a stop. BAR. I’m not sure what it means but there are three matching BAR things right in front of me. All in a row.

Lights go off, bells sound, the theme from Rocky starts playing and I can feel people coming up behind me to share in my good fortune. “None for you,” I think, “This is all for daddy.”

I scan the legend on top of the machine to figure out what I’m winning. Is this going to be a taxable event? Will they give it to me in cash?

It’s big. I see $2,500 in big print and get a little lightheaded.

Behind me a raspy voice says, “Too bad you didn’t play all your credits, hon.”

Wait, what?

“I didn’t win $2,500?” I say, looking around.

“Oh no, sweetie,” says the rough-looking woman about my mother’s age. “You have the flat BARs, not the double BARs. And you played one credit instead of three,” she’s now almost in my lap pointing at the machine. “So,” she does some calculating, “it looks like you won eighty dollars. Not bad!”

“And if I had played all three credits?”

“Two-hundred fifty dollars. Plus, you would have hit the progressive…” her voice trails off as she explains the real big bucks I am missing out on.

The Human Being’s Guide to Business Growth Has That Same Multiplier Effect

That story is a microcosm of what happens when your entire team isn’t engaged in the selling process. You can still win, but when you win, the gains aren’t as big as they are when you have all your resources working together on one focused outcome.

That’s what my book is about. Showing you how to utilize a pattern that consistently gets all your resources aligned and maximizes your payout.

With practice and focused effort, using this pattern will get the best results from your people, and here’s the best part. These results come with the least amount of effort. It sounds crazy, but it works because you’re going to help them design sales and marketing practices that they can live with. You, dear leader, will construct business practices that are a natural fit for your company’s resources and disposition.

Random stuff


“Oh, it’s you.” – Obi-Wan


I’m listening to my favorite radio station when a new song by Ani DiFranco comes on. My beautiful bride walks through the room and says, “I don’t know if I like this” causing a flashback to what has to be 1996? 1997? The song Miss DiFranco had on the radio at that time didn’t strike her fancy back then either.

It was in heavy rotation and I remember it playing while exercising. I had a little radio strapped to my arm and I used to do a lap through the golf course. When I say through the golf course I literally ran on a road cutting the course in two. The members of the club tried to get the road closed for years with no success. They’re probably still trying.

The route from my in-laws house through the golf course and back is maybe three miles at most. It’s a flat route and though I was in my 20s, I needed as easy a route as I could find. I’d crank up the music, work up a sweat before getting to the end of the first block, and feel good about myself when done. Most of my runs were at night after the kids were supposed to be in bed.

I’m not a natural runner. More of a lumberer.

I know this because one night I ran up behind a neighbor. Once the sun goes down I am conscious of sneaking up on people, especially women, because it’s dark, and I assume I look more menacing than usual. I didn’t sneak up on this neighbor because she turns around long before I run up on her and stops as if to chat.

I slow down, fiddle with my radio, and pull the sweaty headphones off my head. Hey, I say.

“Are you ok?” she said.

Yeah, why, I ask.

“Because I heard you stomping and wheezing from about a half mile away. You’re quite loud. It doesn’t sound right.”


If you need to set up a time to visit, follow this link: