Insights, ideas, or motivation delivered to you every Monday

Jumpstart is a weekly podcast designed to deliver insights, ideas, or motivation to your computer every Monday morning to help set the tone for the week.

Expectations strongly influence ones results

In the Rosenthal experiments, scientists went into elementary schools (grade 1 -4) to test the children’s intelligence.  After much testing they uncovered really gifted children who were underperforming but ready to breakthrough and become exceptional.  They informed the teachers that these kids were fast spurters, meaning they would exhibit much better performance very shortly.  They would go from being below average to being exceptional.  They told the teachers not to tell the kids that they were special, “It might delay or short-circuit the breakthrough.”

All the tests that the scientists put their children through were just window dressing for the teachers benefit.  The scientists didn’t look at the results of the tests had no way of knowing which kids were smart.  They just used the tests as credibility booster so the teachers would truly believe the children were actual fast spurters.

Within a few months the children became top performers.  The teacher’s high expectations that these children would become star performers subtly affected the way they interacted with them ensuring these children blossomed.  This experiment proved that expectations have an impact on the results.

Here is another example, one of my heroes; Marva Collins who was an inner-city school teacher revolutionized teaching by utilizing expectations.  The local school system catered to underprivileged and underachieving children.  The main goal for the school system was to “warehouse” these kids because they thought these children weren’t capable of learning.  Marva knew that setting low expectations was part of the problem so she left the school system to start her own school.

In an interview I watched Marva said, “I wanted each child to REALLY BELIEVE they could succeed.  Then I set really high expectations of them to strive for.  That combination of high expectations and truly believing in themselves allowed them to succeed.

In Marva’s class if a child misbehaved she would ask them to go off on one side of the room and write down all of their wonderful attributes.  They had to write an attribute for each letter of the alphabet (A-Z).  When they joined the class the other kids warned them, “you better be good or she’ll make you write down another set of good things about you.”

Expectations have a profound impact on the results we achieve.  Before you start out this week I want you to set high expectations of yourself and others around you and notice how much more productive you.  Hit my blog and let me know how different this week was for you.  Happy Selling!

An Activated Life

Yesterday, I was at an event where Bob Silvy (a marketing specialist) was talking about a concept he called activation. I’ll share an example that he provided to explain the idea.

Large events like the PGA Tour or 40 Top Executives Under 40 often have many prominent sponsors, such as Nike, Starbucks, State Farm Insurance or Visa. Often, large sponsors just put their name on the event and send staff members to network and hand out information. They believe they are building brand loyalty or reinforcing brand awareness. Basically, these companies just show up.

There is another breed of companies that use the principle of activation. They go way beyond just showing up. Bob shared how Cingular wireless “activated” their sponsorship. Cingular was one of many sponsors at an event to honor the “Top 100 women in San Francisco”. Only 15 of the top 100 women were current Cingular customers.

They gave all 100 women the latest Nokia cell phone with unlimited service for two months. At the end of the two months, they called up these women who were leaders of companies and organizations and asked questions like, “How did you enjoy the Nokia phone? How did you like our service? Wasn’t the quality of the service really exceptional?”

When they got positive responses to those questions, they signed these women up as new Cingular customers. Since these women headed up large organizations, Cingular also asked, “Wouldn’t you like to give your employees the same quality of service as well?” They turned this two month trial into a selling bonanza and signed up hundreds of customers.

While the 15 other sponsors just showed up, Cingular cleaned up. This is activated marketing in action. I saw this marketing story as a powerful metaphor: In life you can just show up, or you can live an activated life. It’s your choice.

Healing in a fraction of the time

When we get hurt our minds determine how how bad it is.  From that assessment it determines how quickly we are going to heal.  This happens in a blink of an eye in our subconscious.   Put another way our mind lets our body know this will take a long time to heal this injury (it codes it as an ingery that will take 10 days to heal).  And our body obeys.  

 

I came across a technique to recode the healing process after the accident. 

One of my clients got into a car accident last week.  I called her while she was in a restaurant having lunch and guided her through recoding the healing process.  In that 10 minute call she coded the injury as one that will heal very fast.  Take a look at the email I received this morning: 

 

 

“Hi Umar,
I just wanted to say thank you for your gift on Thursday. I have sent a
picture of the bruise on my back because I wanted to show you how yucky it
looked the day before you called (Wednesday). I thought it was going to be
there for weeks, if not months. After your phone call… it was completely
gone by Friday. I am not exaggerating at all and I can’t think of anything
else that would have caused it to go away. All things considered, I am
healing very quickly.
You are truly a blessing. If there is anything I can do to repay please
don’t hesitate to ask.
Thank you.
Sincerely,”

 

D

On going action wins the day

I had a coffee with a sales veteran (65+) who stressed how important it is to turn up the volume. He does 100 dials a day, everyday. He predictabaly hits 3 to 5 sales each and everyday. So it’s back to the basics for me!

What is the distinction between being successful and being significant?

I was recently asked, “What is the distinction between being successful and being significant?”

To me being successful is about the here and now. It’s about having more than enough money, love, rewards, and a comfortable future for me and mine.

Significance is about going beyond my needs and making a difference in the lives of others. Building something that goes beyond my life span. Building something that goes on long after I am forgotten.

So now it’s my turn to ask, “What is the distinction between being successful and being significant to you?”

NLP World Congress Trip – Day One

I’m sitting in the Red Carpet lounge at Dulles airport finishing a beer.  I will be going to Rio for the second NLP world Congress.  I became aware of NLP in 1986 and in a few days I will be doing a presentation at the congress to my peers in the NLP community.

 

I’m thinking I will do a presentation about NLP and the quantum effect.  Are we all connected?  If we are what are the possibilities for good and are their any pitfalls we need top watch out for.  I need to get a highly effective presentation ready for Saturday.

 

I have a few ideas in my head, a blank sheet of paper, and my favorite pen in my hand.  I’ll let you know what I come up with tomorrow.   Find out more about NLP on my Mr. Breakthrough website:

Relevant is one of the two most important words in language.

This past Sunday I was leading a retreat for the board Concert Artists of Baltimore.  To help the group connect at a deeper level I asked them why music was so important to them.  Everyone took turns introducing them selves and sharing why they thought music was important.  One board member said she was part of a choir that sang at senior centers.  One day while they performed a man spoke for the first time in many years.  It seemed like a miracle.

 

The reason I share this story with you is that the staff at the center had tried “everything” their professional minds could think of to get this man to speak.  The reason the choir connected to the man was because it was relevant to him in some way.    

 

Generally, we spend too much time trying to communicate what’s important to us.  What we need to start thinking about; is what I’m about to present relevant to the audience.  Could I refocus the message that would make it relevant?  When we find what’s relevant to others we make great strides in building relationships, communicating ideas, and closing more deals.

 

Relevant is one of the two most important words in language. I’ll tell you about the other word another day.  Find out more on my website at www.ProductivityCubed.com

Umar speaks around the world

Revitalizing Salespeople

How to help Top Salespeople breakthough sales slumps. And the true cost of letting Top Salespeople go.