Harvey MacKay's Blog, page 3

Red, White and True Blue

June 14 is Flag Day, celebrating the 13 stripes and the 50 stars that symbolize our humble beginnings and our growth into one unified nation.  

On June 14, 1777, in Philadelphia, the Marine Committee of the Second Continental Congress adopted a resolution that stated: “Resolved, that the flag of the United States be thirteen stripes, alternate red and white; that the union be thirteen stars, white in a blue field representing a new constellation.”

But the resolution never said a word about the significance behind the choice of red, white and blue – because the three colors did not have any official meaning when the flag was adopted in 1777.

But have you ever stopped to think about the meaning of the flag’s colors? There’s plenty of symbolism there too. Red implies hardiness and valor. White stands for purity and innocence. Blue signifies vigilance, perseverance and justice. These qualities that our country was founded on should carry through in our lives and businesses today.  

According to an article on Time.com, Mike Buss, a flag expert with the American Legion, says that the most obvious reason for the flag’s colors is that they were simply taken from our mother country’s flag – the Union Jack of England. “Our heritage does come from Great Britain, and that was some of the thought process that went about in coming up with our flag,” Buss says of the American flag’s red, white and blue. “They come from the three colors that the Founding Fathers had served under or had been exposed to.” 

Although most Americans today aren’t aware of the specific symbolism behind the flag’s red, white and blue, flag expert Buss is not concerned. Instead, he believes the flag’s power to evoke patriotism and pride after all these years is most important. 

I think it’s also important to connect how these colors relate to our working lives. 

RED: Hardiness and valor stand for the ability to endure difficult conditions; determination in facing great danger; courage and bravery.

Determination keeps people hammering away. Determined people possess the stamina and courage to pursue their ambitions despite criticism, ridicule or unfavorable circumstances. In fact, discouragement usually spurs them on to greater things. When they get discouraged, they recognize that in order to change their results, some change is in order. 

Courage is regarded as one of the major human virtues. Courage is bravery, valor, standing up to danger, guts and nerve all rolled into one. It’s easy to be ordinary. Courage is what sets us apart from the crowd. 

WHITE: Purity and innocence are synonymous. They stand for freedom from moral wrong and simplicity. Those are tall orders in our complicated world, but worth striving for. Way back in 1872, Missouri Senator Carl Schurz paraphrased naval hero Stephen Decatur with these patriotic words: “Our country, right or wrong. When right, to be kept right; when wrong, to be put right.” That sentiment is purity at its best. 

Sen. Schurz would settle for nothing less than the best for his country. Similarly, we should demand the best of our businesses. Doing things right should be a way of life.  

BLUE: Vigilance, perseverance and justice are self-explanatory. Justice translates to fair play, honesty and integrity. 

Perseverance separates the winners from the losers. Success in life depends on your willingness to never give up, even when the reward is delayed. 

Honesty, ethics, integrity – in my estimation, you can interchange them, because they all convey the single attribute that determines whether a person or an organization can be trusted. Honesty is always the best policy. You must be able to trust the people with whom you work. Doing the right thing is never the wrong thing to do. 

Integrity: either you have it or you don’t.  It’s not something that you can have one day and not the next. Integrity begins at the top. As leaders we must set the example – that alone inspires employees to do right. We must live by it in all we do, starting in the corner offices and promoted and expected throughout the organization, ensuring integrity is first and foremost in our decision-making. Enduring leaders know that the numbers will be better if integrity is not optional. 

Our national values are well represented in the colors of our flag. Fly it proudly.

 

Mackay’s Moral:   People who love their country best strive to make it best.

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Be Conscious Of Your Conscience

I have always been a fan of comics, or what I call the funny pages.  Recently I was looking at The Family Circus” by Bil Keane.  The littlest boy has a cupboard open and is looking at various boxes of food when his older brother sees him and says, “Conscience is like Mommy tellin’ you not to do somethin’, but she isn’t there.”

Or as I like to say, act like your mother is watching.  All the time.

Conscience is that little voice inside that tells us what we already know is right or wrong.  Unfortunately for some, when it is talking, they aren’t listening.  And that’s when the trouble begins.  Whether in our personal life or business life, it’s important to heed that little voice.

Perhaps you remember the lesson that Jiminy Cricket taught to Pinocchio:  “Always let your conscience be your guide.”   It may seem pretty elementary, but our consciences are actually formed as children, long before many other personality traits are developed.

Investor’s Business Daily identified 10 traits for getting ahead in business – 10 traits for turning your dreams into reality.  They included many things you would expect:  a positive attitude, a definitive goal, a courageous spirit, an inquisitive mind, a strong heart, an analytical brain, a focused eye, a fearless approach and a disciplined tongue.  Number 10 on the list was a clear conscience.

Like “The Family Circus” cartoon, they harkened back to the lessons of childhood.  Don’t forget the rules you learned in kindergarten.  Play nice.  Be dependable.  Tell the truth.  If you can’t get to the top by being true to yourself and straight with everyone around you, your success will be hollow – and probably short-lived.

Read the headlines:  business scandals, political scandals, religious scandals, sports scandals, entertainment scandals – Have we lost all our sense of right and wrong?

I don’t think so, or these stories wouldn’t be so shocking.  But as business people, we need to be critically aware of our role in keeping things honest.  People are watching, and given the 24-hour news cycle and the reach of social media, we need to understand that taking chances with the truth is never worth the risk.

Consider these lessons from two highly principled leaders.

Once when U.S. President Harry Truman was asked what principles guided his career, he said that he let his conscience be his guide.  Then he elaborated:  “My father used to say, ‘That is all you can do.’  … What more can a man do?  Do the best you can.  Sometimes you come out successfully, sometimes you don’t.  You have to have luck and ability and be ready to meet the situation as it comes.  All this happened to me.  I never thought I would go to the United States Senate, but then I never thought I would go to the White House either.”

Indian leader Mahatma Gandhi said he had a formula for achieving balance both in one’s personal life as well as in the modern world.  His prescription called for recognizing and avoiding the seven big sins of life:  wealth without works, pleasure without conscience, knowledge without character, commerce without morality, science without humanity, worship without sacrifice, and politics without principle.

Do you detect a theme here?  Most of them relate to having a clear conscience.

Make no mistake; customers are watching how businesses perform through an ethical lens.  Businesses cannot hide their questionable practices for long – they will be exposed.  Trying to mend a bad reputation is a lot harder than maintaining a good one.

Just ask the big bank that’s in the news for questionable sales practices.  Or the airbag maker whose defective products are hurting people instead of protecting them.  Or the movie mogul who went from the top of the heap to the bottom of the barrel after multiple accusations of inappropriate behavior surfaced.

But you don’t have to make national headlines for your true colors to be exposed.  Doing business with this shopkeeper might be a challenge.

An eager-beaver salesperson was trying to have a country storekeeper carry his product, and finally tried to bribe the fellow with a bottle of champagne.

“Oh, my conscience wouldn’t let me take a gift,” the storekeeper protested.

“What if I sell it to you for one dollar?” asked the salesperson.

“In that case,” replied the man, “I’ll take two.”

 

Mackay’s Moral:   Putting profit before principle is always bad business.

 

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Baseball and Business Have A Lot In Common

Baseball season is in full swing, but it might be a very different game if Pete Browning had not broken his bat in 1884.

The story of how the iconic Louisville Slugger baseball bat came to be is fascinating. According to the famous bat company’s history, it all began when the 17-year-old son of J. F. Hillerich skipped out of work one day to watch a local baseball game. Browning, the star of the hometown team, broke his bat during the game. Young Bud Hillerich, a woodworking apprentice, invited him to his father’s wood shop, offering to make a new bat for him.

Browning, who was known as “The Louisville Slugger,” used the new bat and had three hits in his next game. Pretty soon, more players started to visit the shop for bats.

Bud’s father was not pleased by this development, until it became quite apparent that the growing demand for bats, and the ensuing profits, could not be denied. And the Louisville Slugger became more than one hitter’s nickname.

Currently, more than 3,000 Louisville Sluggers are manufactured each day, and that number swells to 5,000 during spring training. Young Bud Hillerich saw an opportunity to help one person and changed the face of the sport.

Baseball teaches many lessons and offers plenty of inspiration, even from decades-old stories. So many examples of innovation and perseverance come from the sport. And they often relate to business.

We’re often told in business that we should work on our weaknesses instead of our strengths, but let me tell you about Jim Kaat, who pitched many years for my hometown Minnesota Twins. Kaat went in to talk to his new pitching coach, Johnny Sain, during spring training before the 1966 season. Sain asked Kaat to name his top four pitches and what pitches he felt he should work on the most.

Kaat said his best pitch was his fastball, followed by his curve, slider and changeup. He thought if he improved on his slider and changeup, he would have a good season.

His coach disagreed. Sain told him: “I want you to take a different approach. Work on your fastball. I know it’s your favorite pitch so go out there in practice, warm-ups and during games and concentrate on your fastball. Throw your fastball 80-90 percent of the time all year, and you’ll win a lot of ball games.”

That season, Kaat threw fastball after fastball and won 26 games to become the American League’s pitcher of the year.

I’m a big believer in continuous improvement.  We all can use extra practice and work to get better.  I have a saying that goes – Good, better, best; never rest until good be better and better, best.

A baseball manager made an announcement to his team at the hotel on the morning of the game that there would be two buses leaving for the ballpark. “The 2 p.m. bus will be for those players who need extra work, and the empty bus will be leaving at 5 p.m.”

Then there’s the value of encouragement.

When Jackie Robinson, the first African-American to play major league baseball, was signed by the Brooklyn Dodgers, he became a target for racial hate mail and even death threats. Before one game, Robinson received a threatening phone call that left him so shaken that he was unable to concentrate on the game.

Robinson struck out in one inning with bases loaded. In another inning, he committed a fielding error. The crowd screamed obscenities at him.  A time-out was called and the Dodger shortstop, Pee Wee Reese, walked up to the shaken Robinson, put his arm around him, and said: “Jackie, you are the greatest ballplayer I have ever seen. You can do it. And I know something else. One of these days you are going into the Hall of Fame. So, hold your head up high, and play ball like only you can do it.”

Robinson went on to deliver a game-winning hit for his team.

Many years later, Robinson recalled the incident when he was inducted into the Baseball Hall of Fame. He said of Pee Wee Reese: “He saved my life and my career that day. I had lost my confidence, and Pee Wee picked me up with his words of encouragement. He gave me hope when all hope was gone.”

 

Mackay’s Moral:   You’ll knock it out of the park if you learn these baseball lessons.

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Hustle Leads To Success

When Pat Riley was coaching the New York Knicks in the early 1990s, he wanted to motivate his team. The team kept the usual stats on scoring, assists, rebounds and the like, but one year Riley decided to begin measuring hustle – how many rebounds players went for even if they didn’t succeed; how many times a player would make an extra effort to snatch a loose ball; how often someone would make a steal attempt. Riley posted his “Hustle Stats” in the Knicks’ locker room after every game, without any additional comment on his part. Riley’s players took notice and soon became a top-level team.

Today’s sports landscape is filled with analytics that chart all these stats. Focus on results, yes, but keep an eye on your level of effort to reach the top.

It’s really no different in business. It’s just that the stats are reflected in the bottom line.

I recently saw two T-shirts that grabbed my attention. One said “Hustle or go broke.” The other read, “Hustle now/relax later.” If there was ever a shirt for an entrepreneur, this would be the one.

That’s what I did when I started my envelope manufacturing company many moons ago. I basically kissed my wife and told her, “I’ll see you in five years.” It takes that kind of hustle to get a business off the ground. 

There are a number of attributes a person needs to succeed in life.  Two of them are outside our control – talent and luck. Hustle is a third component, and it can definitely be developed and cultivated. Hustling is important for anyone who wants to be successful.   

Good things may come to those who wait, but only the things that are left by those who hustle. I’ve always felt that it doesn’t take any special ability to hustle, just a deep-down burning desire to get ahead. Anything you lack in talent can be made up with desire. 

U.S. President Thomas Jefferson said: “Determine never to be idle.  No person will have occasion to complain of the want of time who never loses any. It is wonderful how much may be done if we are always doing.”

Hustlers know they need to develop two skills. First is learning to network. Often it’s not what you know but whom you know. You need to know as many people as possible before you might need their help. And knowing the right people can save time. Second, you have to reject reacting negatively to rejection. Rejection is part of life. You can’t avoid it. Handling rejection is a necessary skill for success, especially in my line of work – sales. You can’t take rejection personally. 

I like to analyze every failure. I always want to know why people say no to my sales proposals, and I’m not afraid to ask. Was it me?  Was it my product? Price? Think about what you could have done differently. Then record it in your post-call notes. The next time, you’ll be better prepared.

Forbes Magazine recently did a story on the nine habits of productive people. One of them was on focus, specifically using your morning to focus on yourself and what you need to accomplish that day. 

It’s easy to have focus when everything is going well, but successful people keep their focus when they are staring at defeat.  A sure way to fail is to lose focus. 

Hustlers have intense, laser-like focus. They focus on one thing.  Trying to get everything will get you nothing. Hustlers eliminate distractions.       

Hustlers don’t do things because they have to. They do things because they choose to. They have self-determination. They don’t blame others; they keep moving forward. Most of us are scared stiff at the prospect of taking risks.  Not hustlers. They embrace risk-taking. They think taking no risks is the biggest risk. 

Hustlers love what they do. Imran Asghar, founder of the internet auto parts retailer 24/7 Spares, said: “If you don’t truly love what you do it becomes very difficult to excel and experience success. It is much easier to dedicate the majority of your time to something when you are passionate about it. Many people label entrepreneurs that work nonstop as hustlers – they simply love what they do. Hustlers become consumed with their goals, refusing to stop until they are reached.”

Finally, hustlers never quit. They have grit. They love to practice and get better each day.

Mackay’s Moral:   Rustle up your hustle to build your business muscle.

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The Sleep Doctor Puts Your Worries To Rest

When I am asked what I would like on my tombstone, my standard reply is, “He couldn’t sleep fast enough.” For my entire life, I’ve been afraid that I will miss something, so I cheat on sleep. I can’t tell you how many years I’ve been getting by on five to six hours of sleep.

After listening to “The Sleep Doctor,” I might have to reassess my sleeping habits.

Michael J. Breus, Ph.D., is a clinical psychologist and a diplomate of both the American Board of Sleep Medicine and a Fellow of the American Academy of Sleep Medicine. He was one of the youngest people to have passed the Board, at age 31, and with a specialty in sleep disorders, is one of only 168 psychologists in the world with these credentials and distinction. You may have seen him on a variety of TV shows like Oprah and the Dr. Oz Show, where he also serves on the clinical advisory board.

I invited Dr. Breus to speak to my Roundtable members at a reunion this spring in Arizona. He held us spellbound for 75 minutes and certainly did not put any of us to sleep!

I’ve always considered my sleep deprivation a badge of honor. This is bad! Very bad, according to Dr. Breus.

The Sleep Doctor said that adults who regularly get less than five hours or more than 10 hours of sleep have double the mortality rate. WOW! It’s also hazardous to your health and performance.

Dr. Breus dispelled the idea that everyone needs eight hours of sleep. Everyone has a Circadian rhythm, meaning we go through five 80-100- minute cycles of sleep each night – or at least we’re supposed to. That’s averages 540 minutes, or 7.5 hours of sleep.

The Sleep Doctor shared many secrets that I think you will find beneficial. For example, if you fall asleep almost immediately when your head hits your pillow, you are sleep deprived. It should take you 15-20 minutes to fall asleep. Ironically, the more sleep deprived you are, the more your brain tells you that you are doing fine.

If your alarm gets you up almost every morning, you are not getting enough sleep.

Dr. Breus said that about 75 percent of U.S. adults – over 70 million – have some form of a sleep problem. Roughly one-third of the people in the United States – about 40 million – suffer from some form of insomnia. Sleep apnea is number two. There are more than 88 sleep disorders.

He said sleep after an event helps you learn from an experience. If you are sleep deprived, your reaction time and muscle memory are reduced. The same holds true in business.

Light is the single biggest disruptor of sleep, according to the Sleep Doctor. Before the invention of the light bulb, people worked during the daytime and slept when it was dark. The light bulb changed everything. Use a night-light if you have to get up during the night. Bright light wakes up your system and makes it harder to go back to sleep. If you travel a lot, bring a sleep mask to keep things dark.

Dr. Breus joked that he has saved more marriages as a sleep specialist than a marriage counselor, just by getting couples back in bed together, sleeping comfortably. When you walk in your bedroom, you want to have an environment that is conducive to sleep.

He recommended these steps for better sleep:

Stick to a schedule. Get up at the same time, and go to bed at the same time. You can sleep 30 minutes extra on weekends, but any more and your biological clock shifts. Your body loves regularity.
Stop working at the same time every day. You have to take a mental break, as well as a physical break.
Get ready for the next day so you aren’t running around in the morning.
Have an electronics curfew with the exception of a TV.
Meditation and prayer close to going to sleep is very beneficial. It helps calm down the brain.
Exercise daily.
Get 15 minutes of sunlight every morning.
Journal what is bothering you 1-2 hours before going to bed. Get it out of your head.
Maintain hydration.

As Snoopy said in the Peanuts cartoon, “A good laugh and a long sleep are the two best cures for anything.”

 

Mackay’s Moral: Wake up and discover the benefits of good sleep!

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Encouragement Unleashes Potential

Thomas Edison’s teacher said he was a poor student. His mother was furious at that characterization and took him out of school and taught him at home.

Edison gave this account of the incident in an interview published on Nov. 29, 1907: “One day I overheard the teacher tell the inspector that I was ‘addled’ and it would not be worthwhile keeping me in school any longer. I was so hurt by this last straw that I burst out crying and went home and told my mother about it. Then I found out what a good thing a good mother is.

“She came out as my strong defender. Mother love was aroused, mother pride wounded to the quick. She brought me back to school and angrily told the teacher that he didn’t know what he was talking about, that I had more brains than he himself, and a lot more talk like that.

“In fact, she was the most enthusiastic champion a boy ever had, and I determined right then that I would be worthy of her and show her that her confidence was not misplaced.”

A positive word of encouragement can help change anyone’s destiny.

In many ways, Mrs. Edison was a genius herself, at least at motivating and encouraging her son. Did she know that he would become one of the most prolific inventors and thinkers in history? Perhaps not, but she wasn’t going to risk limiting his potential the way his unfeeling teacher was willing to.

In the same vein, good managers have a responsibility to offer encouragement to workers to help them achieve at their maximum level. Otherwise, why would they bother to hire and pay people to do just enough to get by?

Encouragement and motivation go hand in hand, but they are not the same. Motivation is more general – cheerleading, if you will, getting people excited and primed to take on or continue a project.

Encouragement means pointing out potential and challenging the person to succeed at a specific goal or project. Encouragement means empowerment, according to Samir Nurmohamed, assistant professor at the Wharton School at the University of Pennsylvania.

“On the one hand, we know from research that people are much better at work when they feel empowered,” he said, “which consists of having meaning on the job, a sense of autonomy, a sense of confidence, and also an impact on what you do and the people you’re trying to help.

“Yet you don’t want to feel so autonomous that you have no direction. It’s one thing to feel autonomous in terms of your motivation, but it’s another to be autonomous and go in the wrong direction.”

Top managers understand these basic truths about employee encouragement and motivation:

“I want to feel important.” No one wants to feel like a number, interchangeable or easy to forget. Get to know your employees as people. Find out what makes each one unique. And show them you’re paying attention to their individuality.


“I need encouragement.” Even the best employees continue to flourish with positive feedback. Let them know what they’re doing right and how they can keep performing at a high level. They will be grateful that you have noticed their work and keep up with efforts.


“I want to believe in you.” Employees want to know they can trust you – your knowledge, your expertise and your word. Show that you are committed to helping them succeed and grow by listening, answering questions honestly and keeping your promises.


“I want to succeed.” Most employees want to do a good job, even if they don’t want to advance to upper management. Explain your expectations clearly, and give them the training and support they need so they know you’re invested in helping them succeed.
“I want to be motivated.” Employees want to be clear about the job’s value to the organization, the benefits the employee will enjoy. Encouragement enhances enthusiasm and commitment. 

Hall of Fame ballplayer Reggie Jackson put it in baseball terms, but I think it applies across the board: “I’ll tell you what makes a great manager: a great manager has a knack for making ballplayers think they are better than they think they are. He forces you to have a good opinion of yourself. He lets you know he believes in you. He makes you get more out of yourself. And once you learn how great you really are, you never settle for playing less than your very best.”

Mackay’s Moral: Encouragement gives you the courage to try.

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Wash Your Mouth Clean Of These Career-Killing Phrases

How many of you remember your mom or dad washing your mouth out with soap when you said a bad word and got caught lying? I don’t know if it’s still a common practice, but many people of my generation remember the awful taste this left in their mouths and dutifully passed this teaching opportunity to their children.

My dad always told me, “Think before you speak.” Easier said than done. However, over the years you learn NOT to use certain words that you know will invite a negative reaction or worse.

Words matter. They can uplift or they can knock down. They can unite or divide. They can paint a masterpiece idea or rust an ironclad agreement. Use your words wisely.

You can be bright and cheerful on the inside, but your words and behavior can sabotage your best efforts. I have compiled a list of phrases that you should banish from your workplace vocabulary.

“It’s impossible.” Any variation of “I can’t do that” will generally mark you as someone who doesn’t want to work hard or take on a new challenge. Unless you’re being asked the laws of physics (or your state), make an honest effort to do what’s asked of you.
“That’s not my job.” Teamwork is essential to any organization’s success. Don’t hide behind your job description to get out of assignments you don’t want. Too many people take their job descriptions so literally, often ignoring the “and other duties as necessary.” If you’re too busy, or the task is outside your field of expertise, say so. If not, do your best to accommodate requests and follow instructions whether they’re officially part of your job or not.
“I’ll try.” Too often this can be seen as an alibi. You’ll make some effort, but you’re not really committed to success. Replace “try” with “will” to motivate yourself – and to inspire other people’s confidence in you. Learn from the wisdom of Yoda, the Star Wars Jedi master: “Do or do not. There is no try.” They don’t pay off on effort; they pay off on results.
“It’s not fair.” You don’t want to get a reputation as a whiner. Complaining about every injustice or slight at work will alienate the people you want to get along with. Focus on doing your job to the best of your ability whatever happens.
“Who comes up with this stuff?” Yes, we’ve all thought it. And there are times when it is a completely legitimate question. But I will guarantee you, the minute that sentiment is uttered aloud; the boss who proposed the idea will appear around a corner and wonder who is unwilling to give it a go.
“That’s bizarre/stupid/unreasonable.” Don’t be offensive and demean a co-worker. This shows you are not a team player. Ask for details to see if you have misunderstood what is being proposed. If you don’t like their idea, explain why politely. It always helps to have a workable solution in your back pocket too.
“You should have …” Avoid anything that sounds like you’re searching for blame or scapegoats instead of solutions. Try to join forces instead. Ask what happened so you can figure out what to do next. And keep in mind, many great ideas have sprung up from mistakes on the first go-round. (We prefer to call that “research.”)
“That’s the way we’ve always done it.” When anything’s been done the same way over a long period of time, sometimes it’s a good sign it’s being done the wrong way. So, what am I saying? Think big, think bold, think creative, think stretch, think quantum leaps. Always think becoming a differentiator, think vision, think speed, think customize, think focus, think flexible. Sometimes it’s risky not to take a risk.
“This may be a dumb question, but …” Don’t diminish your point before you’ve even made it. What is really dumb is to proceed when you don’t understand what you are supposed to do or what outcome you are seeking. I have always thought that some of the best communication advice ever offered came from Thumper, the young bunny in the Disney movie “Bambi”: “If you can’t say somethin’ nice, don’t say nothin’ at all.” It’s so much easier to have said nothing than to have to try to walk back a thoughtless statement.

As President Calvin Coolidge said, “I have never been hurt by anything I didn’t say.”

Mackay’s Moral:  Sticks and stones can break your bones, but words can come back to haunt you.

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3 Bones Lead To Success

A young woman was starting her career and leaving her parents’ home when her father pulled her aside and said, “There are only three things you need to make a big success in this world – three strong bones.”

“Three bones?” the young woman asked.

“Three bones,” her father repeated.  “A wishbone, a jawbone and a backbone.”

“You need a strong wishbone to dream big and imagine a life of endless possibilities,” he said.

“Your jawbone is to ask for help when you need it,” he continued.  “Speak your mind when you have to and raise insightful questions to feed your curiosity and your intellect.”

“Finally,” he added, “your backbone gives you the courage, effort and determination you’ll need to achieve your goals.”

When it comes to a wishbone or dreaming, it’s important to aim high – to have dreams that inspire you to go beyond your perceived limits. Show me someone who doesn’t dream about the future, and I’ll show you someone who doesn’t know where he or she is going.

Indecision can destroy your dreams, if you allow it. Dr. Seuss, the author of the beloved children’s books, identified this common workplace malady in “Oh, The Places You’ll Go.” He takes the reader on a journey along beautiful streets and into wide open fields under clear blue skies. Then there’s a crossroads and confusion. Suddenly, we’re in what he calls “The Waiting Place” – a place where people just wait because they can’t make up their minds or because they are afraid of change.

I often joke that it takes years to become an overnight success. But it starts with a dream. My dream was to own a factory. I wasn’t even sure what kind of product I’d make, or exactly where it would be.  But I pictured myself walking the factory floor, talking to workers. The pile of broken-down machines I bought might have looked more like a nightmare at the time. But dreams come true – with a lot of wide-awake work.

I like to say, if you can imagine it, you can achieve it. If you can dream it, you can become it … if you are truly determined.                     

As for a jawbone, we all need help at some time. Don’t be afraid to seek out advice. Consult someone you already know and trust.  That person can usually lead you to someone who can help you if different skills are necessary.

Use an expert to find another expert in the same profession. In other words, don’t ask a lawyer to help you choose a doctor. Good advice is never cheap. And cheap advice is seldom good.

Successful people rarely reach the top without a lot of help along the way. The ability and willingness to ask for help is one trait that really stands out among those who are truly committed to success.

Ask questions – and a lot of them. I ask a lot of questions. There’s so much information out there, and I want only the good stuff. I want information that will help me make the right decisions. There is an art to asking questions and discovering what is central to your success. Here’s the secret:  what is it that you really need to know?  To get a good answer, ask a good question.

And don’t be afraid to speak up. I received some good parental advice from my father, who told me: “If you want to be seen, stand up. If you want to be heard, speak up.” And I would add to that, if you don’t speak up, prepare to put up.

The backbone may be the most important bone of all. Courage is regarded as one of the major human virtues. Courage is bravery, valor, standing up to danger, guts and nerve all rolled into one. It’s easier to be ordinary. Courage is what sets you apart from the crowd.

Determination is what keeps us hammering away. Determined people possess the stamina and courage to pursue their ambitions despite criticism, ridicule or unfavorable circumstances. In our culture of instant gratification, the attributes of patience and determination are hard to find.

I remember when I was first starting out in sales and asking an experienced colleague I respected how many calls he would make on a prospect before giving up. He told me, “It depends on which one of us dies first.”

Mackay’s Moral:   If you want to be able to do the heavy lifting required for success, start building strong bones.

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Make The Call To Improve Phone Skills

The world is getting smaller every day. Thanks to advances in technology, we can be connected to points around the globe in seconds through our computer or telephone. We can even be on the other side of the world almost in person in a matter of seconds. Businesses can easily reach people and places that were inaccessible just a few years ago.

This is why I say the phone is one of the most awesome tools available. We’ve all had years and years of experience using a phone, so why are so many people bad at using it?

Here are some of the techniques that I use:

First, when your call is answered, always ask if this is a good time to talk. This simple step can add years to your life – and your career.

Get the assistant’s name if he or she answers the phone. I can get a lot of work done just working through assistants. And use their names. They are very important in getting your message across.

Obviously you want to answer the phone on the second or third ring. Speak slowly and project so people can understand. When I switch to a speaker phone, I want to make sure the connection is still acceptable. Try not to interrupt. Don’t get distracted when you are on the phone. Focus on the caller. Listen to what they have to say. Turn your cell phone ringer off on important calls when talking on your office line. Be sensitive to the tone of your voice. Don’t eat or chew gum or shuffle papers.

When someone calls you on the telephone you should always greet them pleasantly and tell them how happy you are to hear from them. That has to be evident in your voice. I ask our employees at MackayMitchell Envelope Company to answer the telephone with a smile because you can hear it in a voice. You want every customer to feel like they are your most important customer and virtually the only customer you have.

Try to start every phone conversation with good news, even when you have bad news to report. And also have a good close. Have an agenda of what you want to accomplish. Every crucial phone call should have clarity of focus and clarity of purpose. Think through what you want to say and discuss before you even make a call.That’s how you build a network.

Start early in your career to keep track of the 100-300 most important people in your network. Find out their birthdays and call them every year on their special day. If you work in sales, make sure to call your customers on their birthdays. You won’t believe how much business you will write up.

I was one of the first people to get a car phone, and now it is hands-free. Driving is every salesperson’s biggest time-waster. I’ll do anything to make the time more productive, so I stopped making cold calls. I call ahead to make sure the buyer was in.

I never leave my name for a return phone call without a designated time I can be reached. The telephone can be one of your biggest time wasters. Don’t risk playing telephone tag. I don’t care to squander my time any more than the other person cares to squander his or hers.

And this is especially crucial: If my assistant or gatekeeper answers the call, I make sure they say, “Mr. Mackay is expecting your call.”

This makes the caller feel special.

Can’t get a call back? Leave a message no one can ignore. I picked up this tip from my Florida realtor. Start with your name, day, date and time, and then a pledge: “Leave your name and number, and I guarantee I will call you back within 24 hours. If I fail to do so, I will make a $100 contribution to your favorite charity – as long as the charity is not you.”

Keep to a schedule whenever possible. Minimize interruptions by returning phone calls at a specific time of day. For me it’s usually the end of the day. Of course, you will need to take some calls, but those that aren’t urgent, you can return when you have time to best deal with them.

I’ll let you make the call – How important are your phone skills to your career?

Mackay’s Moral: Don’t let your phone skills be a hang-up.

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Humor in business is no joke

Life is funny.  As a businessman, public speaker and author, I especially love clever stories with a message because they make important points more memorable. 

Over the years I have collected a filing cabinet full of great material.  Since April is National Humor Month, I thought I would package up some of my favorites which cover a variety of topics.  Enjoy!

Unless you are a one-person shop, teamwork is not optional.  This story says it all: 

The loaded minivan pulled into the only remaining campsite.  Four youngsters leaped from the vehicle and began feverishly unloading gear and setting up a tent.  Two kids then rushed off with their dad to gather firewood, and two others helped their mother set up the camp stove and cooking utensils.  A nearby camper marveled to the father, “That is some impressive display of teamwork.” 

“Actually,” the father replied, “I have a system.  No one goes to the bathroom until camp is set up.”

It’s all a matter of perspective.  When you wake up every day you have two choices.  You can either be positive or negative; be an optimist or a pessimist.

It’s like the two salesmen who fell on hard times and ended up broke in a small town in Montana.  They needed money to move on and learned that the town paid $20 each for wolf pelts.  They sensed the opportunity.  That night they set out with a couple of clubs and some borrowed supplies and made camp in the distant hills.  They were no sooner asleep than one was startled by an eerie howl.  He crawled outside the tent to find himself surrounded by hundreds of snarling wolves.  Back into the tent he crawled and shook his buddy.

“Wake up!” he cried.  “Wake up!  We’re rich!”                  

Believe in yourself, even when no one else does.  At the end of a particularly frustrating practice one day, a football coach dismissed his players by yelling, “Now all you idiots, go take a shower!”  All but one player headed toward the locker room.  The coach glared at him and asked why he was still there.

“You told all the idiots to go, sir,” the player replied, “and there sure seems to be a lot of them.  But I am not an idiot.” 

Confident?  You bet.  And smart enough to coach that team someday.                                                                   

Take care of the customers you have, and they’ll take care of you.   A man who had lived an exemplary life died and was given a preview of heaven and hell.  In heaven, people were peaceful and serene and smiling.  In hell he was given a stretch limo, the best of food and drink and an endless list of parties.  He chose hell.

As soon as he walked through the gates, the devil began flogging him with a whip and he was thrown into a fiery chasm.  “Wait!” he said.  “Yesterday I was treated like a king, and now this.  Why?”

“Ah,” said the devil.  “Yesterday you were a prospect.  Today you’re a customer.”

If you’re not in it to win it, you’ve already lost.  Determination is what keeps us hammering away.  It’s like the young high school sophomore who was doing his best to land a job for the summer and the interview wasn’t going so well.

“Look here,” said the office manager, “aren’t you the same young man who was in here a week ago?”

“Yes, sir,” said the applicant. 

“I thought so.  And didn’t I tell you then that I wanted an older person?”

“Yes, sir,” said the young man.  “That’s why I’m back.  I’m older now.”         

Every survival kit should include a sense of humor. Albert Einstein’s driver used to sit at the back of the hall during each of his lectures.  After a period of time, the driver said to the famous scientist, “Boss, I’ve heard you give that speech so many times … I could give it in my sleep.”

So at the next lecture, Einstein and the driver switched places, with Einstein sitting in the back, dressed in the driver’s uniform.  The driver gave the lecture flawlessly.  At the end of the lecture, a member of the audience asked a detailed scientific question.  Without missing a beat, the “lecturer” replied, “Well, the answer to that question is so simple, I’m going to let my chauffeur who is sitting in the back answer it.”      

Mackay’s Moral:   You can take your work seriously, but be careful not to take yourself too seriously.

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