Greg's Right FIT #548–This week: Learning, Events, Life lessons

Quick notes to help you find new business in less time with less effort. . . sometime next week.

In this issue: 

• Thoughts about Learning
• Being Human
• Random Stuff
• Back In The Day

Thoughts about Learning

• Some well known experts picked up their skills seedipitously, through an unrelated class or course. As we grow your teams, we need to stop looking for people who already know or do the thing we want. We need to look for learners
• An interview shortcut for business development people (and leadership in general) is instead of expecting a candidate to answer question after question, move between topics quickly. Then ask for their reactions. Listen for evidence they catch on fast. If they don't it's a warning sign
• We learned the 5-paragraph essay format in fifth grade for a reason. Structure lets us focus on thinking. If we find our team reinventing the wheel on reports, proposals, or client emails, suggest a template they have to customize. It will lead to better client communication
• I have learning trick that seems to work for everyone who uses it. Notecards. Not an app, not a website, but actual notecards. There's something about writing information down that makes it stick. Perfect for onboarding or re-training.

Being Human – Events

". . .but is he really happy?" Fr. Ed Larkin

The New Yorker has a great story in 2023, "Money on the Wall." A profile of someone who might just be the best salesperson ever. (by Patrick Radden Keefe, author of "Say Nothing." Great book. He has another great book out now, "London Falling.") The profile is of art dealer Larry Gagosian. His galleries do an estimated $1BN in sales.

How does Gagosian do it? One way is event marketing. Get multiple buyers in the room with the product, current customers . . .and supermodels. 

"Gagosian vets each guest list with the vigilance of a night-club bouncer. Of the Memorial Day festivities, he said, 'There's nobody invited that I didn't approve.' The crowd, he explained, would consist of 'billionaires, artists, neighbors–mostly people I really know and am close to.' A pause, a wolfish grin. 'Or want to be close to.' Derek Blasberg, a writer and fashion editor who has held a staff position at Gagosian's gallery since 2014, told me, 'Larry is a full-time gallerist and a part-time casting agent. He knows how to pull the right mix of people from worlds that are financially lucrative and creatively inspiring.' . . . too many billionaires and it'll be dull as Davos; too many artists and celebrities and who's going to buy the art?"

(I'm not kidding about the supermodels. Gagosian once said they are important because they look good at a dinner table. Noted.) 

It's not easy to put events together, but it's effective. Successful events have three pieces: the audience, the topic, and venue. Any one of those can increase the value of the event, but from experience I will tell you, "who is going to be there?" is the most powerful question on the minds of potential attendees. It leads to the next most powerful question on attendees minds, "how do I get invited back?" Why, I'm happy you asked, he says. Become a customer.  

I'm guessing that besides throwing a great party, Gagosian does a lot of other things right. A billion in sales is a big number. It's probably made easier when billionaires are fighting each other to get invites to your parties. 

(A priest I knew, when he heard anecdotes of successful people used to joke, ". . .but are they really happy?" Funny man, that Fr. Ed. Of course Larry G is happy. Of course, he is.)

Random Stuff

There are some knowledge that can only be gained through experience.

What's in the box? Are these berries poisonous? Am I allergic to wasp stings?

I am happy to report, for me the answer to the last one is no.

Back in the Day

What I was thinking about last year, five years ago, and ten years ago.

• Last Year: Right FIT #496 – Last year I wrote about a startup's pivot from a big platform idea to a smaller, more actionable idea. The platform required a lot of pushing to get clients, but the new idea makes work they are doing easier. The problem now? Finding the people trying to do that work. There's not an obvious signal, but it's there. I just know it.
• Five Years Ago: Right FIT #287 – As the fourth of July approaches, one of my favorite fireworks stories. This year will be another fireworks-less one at our house. My lovely bride still has no patience for them.
• Ten Years Ago: Right FIT #25 – I talk about listening to the audiobook "The Legend of Mad Gringo." I have to record the audiobooks for my business books and it's a task I keep pushing off. Maybe this is my signal to do it in July. (Or a signal to finish my fiction book. One of the two for sure.)