The Tail that Launched a Thousand Ships

These are tough times and most of us are being pressured to do without or do with less. So how is it possible that millions of people suddenly became concerned for the welfare of a single small brown and white terrier -so involved that the US Navy and Coast Guard were reluctantly pressured to send in ships and aircraft.

What force of nature could cause all this commotion? Why a story of course...

Bob has the ability to help you connect with your "Stories" - more importantly he helps explain in detail how to construct and tell the stories needed for all individuals and organizations. Prior to Bob's workshop I was struggling with the transformational description of myself and newly formed business. Bob's ability to "Listen" and connect me to my mind’s eye has allowed me to create a great and needed personal story. This newly formed story has the clarity and impact needed to help my clients and customers understand what our message is.
—Dr. Dale Deardorff Former Director of Strategic Thinking, Boeing

Join Bob in his Find Your Business Story Workshop on Sept. 22 and mobilize your forces: http://fybs-sept-22.eventbrite.com/

A Little More Gary Cooper, A Little Less Daffy Duck

My client Jim was in trouble because he couldnʼt get a job. Jim was a skillful consultant with a Ph.D. in psychology, and had been working in the financial world as a highly paid advisor to one specific firm for almost 10 years. This one client generated more than 90% of his income. He loved his job, and the firm rewarded his efforts with a steadystream of work.

Until the board of directors replaced the firmʼs CEO. The new CEO wanted “a clean slate” — and Jim lost his job.

Jim began scrambling to find new consulting gigs. He was getting interviews but no callbacks, and no offers. He hired me to help him figure out what was going wrong.

When I conducted a mock interview, I noticed one damaging behavior: Jim could not stop talking. Even after something as simple and innocuous as “Why do you want this job?” or “Tell me about yourself,” the torrent began. Jimʼs speech was so rapid fire, itʼs amazing he was able to breathe!

Finally, I gently cut him off and asked if he remembered what my original question had been. He had no memory of why he was talking.

Jim is not alone in this behavior. Leaders are rewarded for taking charge and speaking up. This starts in school, which can seem like a game of “Jeopardy!”—the kid who hits the buzzer first, wins the prize. What child gets rewarded for thinking more slowly, deliberating or reflecting? And as we grow up, things only get more competitive. Add to this conditioning the additional stress of really wanting to impress the interviewer, and itʼs easy to see why listening is a dying art.

I asked Jim to rent a few westerns made in the 40ʼs and 50ʼs. I suggested “High Noon” In this film Gary Cooper, the local sheriff is confronted with the knowledge that a gang of killers will be coming to his town in a few days. The train will arrive at noon. Cooper tries to recruit others in the town to help him stand up to the bad guys, but everyone turns him down, and he is forced to face the murderous gang alone. Cooperʼs dialogue is sparse, direct and to the point. His ability to hold the silence makes him powerful. We know that the other characters are weak because they cannot look him in the eye or stop stammering excuses. There is no question he is the hero and the power of his silence proves it.

Lessons to practice when meeting new people, especially in high-stakes situations:

• Become aware of any stress, anxiety, or pressure to impress well before the meeting takes place. • At the meeting, really listen to the questions being asked. Hold them in your mind for a few seconds before responding. • If you arenʼt clear on a question, ask for clarification before you answer. • If you find yourself talking a lot, ask yourself “Why am I talking?”

[These tips should help you avoid this common communication error, and really connect. The next interview Jim had, he talked less, said more—and got the job!]

Or something like this.

Bob has scheduled his next workshop for September 22. Sign up now and take advantage of the early bird discount. And don't miss out, we had to turn people away from the last workshop! Get all the info here: Finding Your Business Story

You probably will never see this....

I see it everywhere—in clients, friends, even myself: a feeling of being overwhelmed by information. Email, social media, phone calls, coming at them 24 hours a day, every day. “Did you get my email?” “Who knows? I get 300 of them a day.”

One client sums it up like this: “I’m being crushed by all this information. It’s gotten so bad that in the morning I dread turning on my computer and seeing how many new messages I’ve gotten. I don’t need any more information. What I need is meaning, context—something that helps me make sense of my world.”

What helps create more meaning? A well-crafted story, grounded in experience. Remember that stories don’t have to be long. Stories can do more than entertain; they inform, educate and inspire. The right story at the right time can change your world for the better. They can help you stand out in our era of too much information.

Come and practice telling your business story at my next workshop on June 30th. Only 2 slots left before the workshop is filled. Grab them here. (http://june-find-your-story.eventbrite.com)

Have you checked the pulse of your story?

More than 60% of the companies originally listed on the Fortune 500 have vanished. All these casualties of capitalism have one thing in common: they lost their story, then they lost market share. Just a few years ago Ford was in a pickle.

Ford has been one of the most successful, iconic businesses in the United States. It’s been building automobiles for almost 100 years and its brand is recognized around the world. Yet in 2003 and ‘04 pundits were talking about the real possibility that Ford could go out of business. Ford’s old story of building tough trucks and SUV’s at the exclusion of smaller, more fuel efficient cars was not working. The company had alienated many younger customers, especially women. People were turning to other carmakers like Toyota and Honda. These companies were telling stories that appealed to a younger, more diverse base.

So Ford did something courageous it hired a new CEO by the name of Alan Mulally.

Alan was not an auto industry insider. He came from aerospace -- with a fresh new story. His story was simple: “We are going to build highly efficient, high quality cars and trucks. They will be safe, innovative, fun to drive.” He also borrowed several billion dollars from private sources before the financial collapse of 2008/09. This put Ford ahead of its US competition and the company followed through with new products that resonated with Mulally’s new story. After years of losing market share, Ford became profitable again in late 2009.

Companies that have survived and thrived have powerful, vibrant narratives that give them a strong sense of community and identity. These stories make people care and understand what these companies really stand for. If you want a business that will last, start with a great story. If you want to make sure your current venture survives, fix the story first.

What's your business story? Are you making people care? Are you creating community? Do people know what your company stands for?

Join our community of storytellers on June 30th to breathe more life into your business! Sign up by June 15th (just 3 days left!!) and get the early bird discount.

Sign up here. (http://june-find-your-story.eventbrite.com/)

Find Your Story - Early Bird Tickets

There are only two weeks left to get your early bird discount. Sign up now! Recently Lynda Resnick, the CEO of a two billion dollar conglomerate whose brands include Fiji Water, Teleflora, and POM Wonderful, stated the principle behind her success. “I donʼt do companies that donʼt have a story. If they donʼt have a story, they donʼt have a business.”

Sign up here: http://june-find-your-story.eventbrite.com/

In this four hour, interactive workshop you will learn to tell a story which…

• …makes others care about whatʼs important to you;
• …differentiates yourself from your competition;
• …speaks to the challenges that face your clients, manager or direct reports;
• …transforms trying to convince people into having them see new possibilities;
• …enrolls new clients and co-workers.

Past participants in this workshop have included attorneys, accountants, coaches, managers, engineers, entertainment executives, officers of non-profits, entrepreneurs, and even actual rocket scientists. It can help you, too!

Finding hidden treasure

The people we work with every day are often the ones we know the least about - usually they have hidden talents & skills that would enrich our business and personal lives.  Here's an example of that: Jim was a CEO of a manufacturing company based in Chicago. One day, one of his employees, a janitor named Helen, suddenly died. That made Jim sad—then he was amazed to read that over 5000 people went to the womanʼs funeral, including a reporter from The Chicago Tribune. To Jim, Helen was just a janitor—but her full story was much, much more.

For twenty years, after the workday was over, Helen had been a choir director. She had organized and trained ten choirs at ten different churches. It was this life outside of work —a life her bosses knew nothing about—that made Helenʼs entire community turn out to pay its respects.

Jim contacted Helenʼs husband, to give his condolences. “Your wife was remarkable,” Jim said. “She mustʼve really been inspiring to people.” “Yes. And she had great organizational skills,” Helenʼs husband said. “Our company needs people like that. I wish Iʼd known!” From now on, Jim thought to himself, Iʼm going to know the total employee, not just what they do from nine-to-five. My company will discover and encourage gifted people who will share their stories and, whenever possible, support the entire person.

As a leader, do you know what your employees care about away from the office? Do you understand what inspires them or keeps them up late at night? How do you encourage your employees to break down “silos” and share their stories? How do you motivate your people to enrich and vitalize the work culture?

One program Jim started was a bi-monthly lunch where employees were encouraged to share who they were and what they did. People became interested in each otherʼs activities and projects. The most worthy projects were awarded grants from the organization and drew volunteers from all levels of the company. Jim has noticed an improved morale with more loyal employees, who stay with the company longer.

Join me at my Finding Your Story Workshop and release your hidden treasure!

(P.S. if that link doesn't work, copy and paste this one: http://www.eventbrite.com/event/1742974283)

Stories From Clay

My mom was a sculptor. I remember seeing her working the clay in the early morning light. Her face was forceful yet serene during the creative ritual of folding and refolding, mashing and smoothing the mixture as she added the right amounts of clay and water. Finally she’d smile—the clay had begun to take on her vitality; it was ready to become a woman’s torso; a roadrunner in pursuit of a snake; an Indian dancer clad in gold. The sculptor works the clay to get the consistency right, to work out any air bubbles. This is a physical process, but it’s also a mental warm up - getting ready to mold the clay. Like clay, storytelling is malleable, plastic, alive. Most stories won’t come out right the first time you tell them (or the second or third time, for that matter), but that’s okay! You can change it.

One of the biggest challenges I face when coaching new clients is getting them to open up and tell their stories, imperfections and all. They want the story to be perfect the first time around. Through our work together, they discover that stories are living, breathing things that will change and improve over time.

Here are a few steps to make your stories come alive:

• When you feel that your story isn’t perfect, tell it anyways! Tell it to yourself, tell it to your cat, your dog, a friendly tree. If you’re feeling self-conscious about talking to yourself while walking down the street, just put in your earbuds or Bluetooth. People will think you’re talking on your cell phone!
• Once you’ve built some confidence telling your story to sympathetic trees, it’s time to find a friend or two (5-10 really, but who’s counting?). Tell them your story and ask for feedback. What caught their attention? What parts dragged and need to be cut out? Tell them that they can’t hurt your feelings, and that the worst feedback is no feedback (generic “I liked it” or “it was ok” responses do not count as feedback). Take in what they tell you and use what works for you. And most importantly, keep telling the story. Practice makes perfect.
• Now you’re ready for primetime! Tell your story in front of a networking group, open a presentation with it, use it in a media interview. You have the confidence to tell a compelling story.

Stories aren’t written in stone (at least not for the last few thousand years!). Successful stories are vital, malleable, and alive. Remember, when your story…

• brings passion
• has a clear point of view
• articulates the challenge
• and delivers a new solution

…you can change the world!

Business Lessons From An NYPD Homicide Cop

Jerry Giorgio is affectionately called Big Daddy Uptown by his colleagues due to his ability to get confessions from even the most hardened criminals. You might be surprised to learn he doesn’t water board, use a rubber hose, or even resort to verbal abuse. His secret weapon is more powerful; it's storytelling. “You’ve heard of ‘Good Cop/Bad Cop’ I don’t need the bad cop. I’m always the good cop because deep down everybody wants to tell his or her story. No matter how damaging it is or how important it is to remain quiet, suspects want to tell their story. The secret is to get the suspects talking. The stream of words will eventually flow to the truth.” If Big Daddy Uptown can get hardened criminals to open up, think how much easier it is for you to get your customers, clients, and managers to open up and tell their story.  The urge to tell a story is innate and powerful, it only takes a little coaxing to get most people to start sharing.*

The advantages to getting people to share their story is profound; You learn what they really care about. You discover their concerns and challenges.  You understand what's on their mind and in their hearts. Actively listening to people opens the door to a deeper, longer term relationship. While listening you gain trust and the hidden knowledge to close the deal

So, what can you do to draw someone’s story out?  Here are a couple of quick tips:

Ask them three questions:

• What’s vital and important for you to accomplish?
• What’s getting in your way?
• How can I help?

These questions are designed to prompt people to tell their story. Like Big Daddy, be prepared to really listen.   You’ll be amazed to discover how much you learn.

Take your communication to the next level with Bob’s Communicating With Passion And Clarity Workshop coming May 19th.

If the above link isn't working copy and paste the following into your browser: http://firstvoice-may19-11.eventbrite.com/

*Source material from "The Dark Art of Interrogation" by Mark Boden, published in The Atlantic Monthly

NY Times Post: Tell A Story

NY Times article today stresses that successful businesses thrive because they have an exciting story to tell:http://boss.blogs.nytimes.com/2011/03/17/trying-to-connect-with-customers-tell-a-story/?ref=business

The only way to get good at telling your story and inspiring people with it is to practice. And it's even better to practice with people who understand how to give useful feedback. Come to Bob's Story Tune-Up Workshop and practice telling your story!

Less than 1 week left before Story Tune-Up Workshop begins, sign up here: http://march24-story-tune-up.eventbrite.com/

Tell to Win

Every once in a while something comes along that you want to share.I've just read a galley of Tell to Win: Connect, Persuade and Triumph with the Hidden Power of Story, and itʼs unlike any business/self-help book Iʼve ever read. Itʼs entertaining, informative and transformative. Written by Peter Guber, Tell to Win teaches you how to tell emotionally resonant stories to persuade, motivate, excite and incite others to your goal for success. Most importantly, it provides the impetus for them to viral market it for you. It delivers tools and takeaways that you can use today to change your tomorrow.

If you think telling “purposeful stories” is fluff or only relevant for bedtime stories, these masters in their fields—everyone from Bill Clinton to Pat Riley—will convince you otherwise.

You probably know Peter's name: he's produced/executive produced Batman, Rain Man, Gorillas in the Mist, Flashdance and The Color Purple. He's been Studio Chief at Columbia Pictures and Chairman and CEO of Sony Pictures; his current venture, Mandalay Entertainment Group, recently acquired the Golden State Warriors. Suffice to say, my friend Peter is somebody to listen to.

The book will be published March 1, 2011 from Crown/Random House. If you order prior to March 1, 2011, you gain access to a digital gift bag chock-full of leadership, marketing and social media resources.

This is a great book. I look forward to hearing of your success when you Tell To Win.

"From my muscles"

Ladies and gentlemen, it is nearly Spring and, according to ancient Chinese five-element wisdom, Spring is the time for new growth, vision and creativity. It is the time to develop new ideas and expand enterprises. As the purple lilac blooms, and tiny green seedlings push through the warm soft earth, take a moment and reflect: where do new ideas come from? Albert Einstein was asked this very question one beautiful Spring morning, while he and a reporter strolled through the campus of Princeton: “Where do your ideas come from?” Einstein stopped for a moment. “From my muscles,” he replied with a smile. “Yes, they come from my muscles.”

Einstein paid attention to processes and patterns that most of us dismiss or ignore. Muscles contract and expand; so, apparently, does the Universe. Einstein was a genius in the original form of that term: someone awake to the universal spirit within.