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Winning

George Steinbrenner died today. I am surprised by how this news has affected me. I didn’t know him; I never met him. His Yankee teams kept my Atlanta baseball teams from World Series rings more times than I want to admit. I don’t know exactly what it is about him, but he piqued my interest and captured my imagination in ways I do not really understand.

“Winning is the most important thing in my life, after breathing. Breathing first, winning next”.

What I liked most about Mr. Steinbrenner was his total dedication to doing whatever it took to win. He was an innovator and a risk taker. I heard a news account today that said he bought the Yankees for $10 million. They are now worth $1.5 billion. He placed a premium on winning and nothing else would do. He had a reputation for being hard on managers, he fired them all. He had a reputation for being hard nosed, but he would say about himself, “I’m really 95 percent Mr. Rogers, and only 5 percent Oscar the Grouch.” I think he just knew what he wanted and he had a vision for excellence in everything he did. People like that are hard on non-performance.

“”I was often misquoted. I was supportive of my managers, even though they all may not think so”.

Whether you liked Mr. Steinbrenner or not you have to admit that he was an innovator. He thought outside the box and he would do whatever it took to accomplish the vision he had set forth for himself and his organization. His personality was bigger than life and that usually gives people pause. But I say that is what makes baseball and life worth doing.

“I am tough. Sometimes I’m unreasonable. I have to catch myself every once in a while”.

Like I said, I did not know the man, but I think baseball and America will miss the man. He made life come alive. It appears that you did not have to wonder where you stood with him, he let you know. Just keep winning and everything will be OK.

“I haven’t always done a good job, and I haven’t always been

successful – but I know that I have tried”.


George Steinbrenner

1930 – 2010


Brilliant on the Basics

Although I was quite young when legendary football coach Vince Lombardi died, I was influenced by his philosophy on life and success.  This is probably because football was the game I played most in my youth and the Vince Lombardi Philosophy was always being referenced either by my coach on the field or my dad at home. As a coach, Lombardi was known for being a tough and demanding man and his reputation was that of a winner. In his time as head coach of the Green Bay Packers he was able to lead them to five NFL Championships and two Super Bowl victories. The championship trophy that the NFL plays for each season is named after him.

I was doing some prep work this week for a talk I am going to give next week to a group of sales people and their leaders. As I was thinking about what makes a really successful seller, or leader, or organization I thought of Coach Lombardi and his philosophy on success and being a winner. He was once asked what he was going to do to get to the championships in the coming season. He answered by saying, “We are not going to be flashy. We are going to be brilliant on the basics. We will run, throw, catch, tackle, and block better than every team in the league. That is how we will go to the championships this year.”

Simple, but not easy

Have you ever noticed how amazed people are when someone or some team wins their sport championship two years in a row? Going for three? Wow! More than three? What? Are you kidding me? Impossible! Well, what coach Lombardi knew and what I have learned over the years is that success often breeds carelessness and complacency. Once we taste victory or enjoy a winning season we tend to adopt an attitude of complacency. “I have made it…I can relax”. I see this in the leaders I speak to and I see this in me and I find it to be one of the biggest reasons why we have so few repeat champions. Whether you are selling, leading, or just running the daily race of life, being brilliant on the basics is what places you in the position to win year after year after year.

Determine Your Basics

In Football, Coach Lombardi said, “Some people try to find things in this game that don’t exist but football is only two things – blocking and tackling.” That can be true of all of us, focusing on things that are not important or are not relevant to our overall success. In my line of work the basics are preparation and confidence.  I find that the more I do to be prepared and to build my confidence behind my message the more successful I become. The quickest way for me to lose is to think I have “made it”, don’t prepare properly (just “wing it” because, well, I am good, I have made it), and then flop in front of my audience and lose all confidence behind my message.

What are the basics for you? Have you stepped away from them and begun focusing on the flashy or unimportant aspects of your work? Take a few minutes this week to do the following exercise:

  1. Determine the two or three “basics” for your line of work. What is it that really successful people in this area do day after day better than anyone else?
  2. Perform an honest evaluation of yourself on these basics. Do a simple “fist-of-five” evaluation. High=5 (I am doing really well in this area), Low=1 (I have no idea what the basics even are for me). 2, 3, and 4 are somewhere in the middle.
  3. Make a plan to return to the basics. What actions would you need to take each day to begin to strengthen your performance in the basics of your life?
  4. Set aside a few minutes each day to execute on that plan. (read, practice, study, think)

Coach Lombardi said, “Success demands singleness of purpose.” It is so easy to be distracted by the “flashy”. He also said, “The only place success comes before work is in the dictionary.” It is also easy to wish and want for success without being willing to put in the work required to actually be successful.

Question: What are the “basics” of a successful life? I would love for you to tell me at least two things that we each need to be brilliant in to experience a successful life.

Between 6 & 10

I was recently asked to present to a sales team and their executive management some thoughts on being more productive and using time more wisely. This began a lively discussion around the use of the phrase, “I don’t have time”. I think this is the #1 cop-out that most people use when asked why they did not do something. Personally, I have eliminated the phrase all together from my vocabulary. I decided to get honest with myself and call it what it really was, “I did not take the time”.

As I began to think more about it I became interested in exactly where did all my time go. I know we all get the same amount every day, why do some people have enough and some people do not. For me the analysis was eye-opening. I highly recommend you take a look at where your time actually goes. During my analysis I ran across and article by Jeffrey Gitomer about looking at time like money. His point was that we say time is money, why do we not treat time like money. With money we can spend it or invest it. Is it the same with your time?

The big learning for me, and my challenge to you, is to make a conscious choice about whether you will invest your time or will you spend your time. For me, I began to look at the hours between 6pm and 10pm. After dinner and before bed time is a really nice 4-hour time slot. It is sooooo tempting to give myself a pass because I am tired, I worked all day, I did this, I did that. I think I will watch some TV or play some video games. I am not against entertainment and/or relaxing, I was just defaulting to it and not making the choice. My question for me has become, “Between 6 and 10, will I invest or will I spend?”

Investing might be reading a book, writing some thoughts, developing a website, learning something new, playing a game with the family, having a conversation with my son or daughter, or preparing for tomorrows sale call. These are all items with a noticeable return on the investment of time . Spending would be items that have little or no return. This might look like back-to-back hours in front of the TV or mindless hours of video gaming.

This is my challenge – Between 6 and 10 will I invest or will I spend? I have the time, now what am I going to do with it?

Question: What are some other Invest and Spend examples from your life?

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