Passion, Commitment and Energy - An Unbeatable Combination

Have you ever tried to keep something you really like, or something you're really excited about, at arm's length? It's almost impossible! Whether it's a relationship, an assignment, a ball game, an interest - when we get really excited and passionate about it, we get close – we embrace the moment and the thing that has us so involved. And when we do that, good things happen. Do you recall what it felt like when you really embraced something – the excitement, the clarity, the commitment, the passion?

It takes that clarity, that excitement, that passion, to be successful in whatever we want to do.

And yet, how often do we catch ourselves holding back – holding our arms out and saying “ Wait,” rather than engaging with whatever it is that wants to engage us. And in a very short time, the opportunity to engage is gone – never to be be recaptured. One more stone unturned, one more bell not answered, one less chance at the brass ring.

Even the most optimistic, opportunistic person has had exciting things pass them by – there are only so many hours in the day. Think how many more real opportunities for engagement pass by those of us who, for whatever the reasons, are pessimists, are fearful, are concerned most with consequences. Study after study shows that the vast majority of people are more motivated to act from a fear of loss than from an opportunity for gain. And if you're acting from fear or from avoidance, your performance is really limited. Chances of really succeeding can't be found in trying to limit loss or avoid a fear.

The secret to success is found when we act on things that excite us – that make us feel positively that we can succeed, that make us believe in our own ability and worthiness, that make us step out of our comfort zone and reach.

Real success is found beyond our reach, beyond our comfort zone, beyond where we thought we could ever go. It is found with excitement, passion, clarity of purpose and commitment. It is found through risk, and personal belief, and the support of other believers.

It's found in behavior best described by this piece of advice:

“Sing like no one's listening, love like you've never been hurt before, dance like nobody is watching.- and take a chance like you're the luckiest person in the world.”

What a great way to lead our lives! Start today.

Written by Andy Cox, President
Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032, Ph:602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: http://www.coxconsultgroup.com/
Copyright 2006. All Rights Reserved

When Knowledge Becomes a Liability to Success

I never realized until recently just how much the quest for knowledge can get in the way of success.

Let me explain. A client has a really bright, articulate, energetic, well schooled salesperson they are trying to develop. They hired this person out of a top school. She was right at the top of her class in a challenging engineering course of study. She has all the attributes of an "A" player - not just for her company, but for a lot of organizations. Problem is - she just doesn't get to the market in a timely way. She always seems to have one more "thing" she has to define, or look into, before having that critical conversation with a prospect. Her product is highly technical, and its potential applications do require study and preparation. But any number of sales have slipped through her fingers in the two years she has worked for my client. What's the problem?

It's a common problem for many people who have a high Theoretical Attitude as one of the main drivers of their Behavior. These are people who sincerely believe that knowledge is power - and, up to a point, they are right. They seek knowledge instinctively - their first resource is a book, or Wikipedia, or a white paper. Their findings, as they research a particular issue, require more and more research - they really begin to know what they don't know - and the acquisition of knowledge becomes an end in itself. They evaluate others on the basis of how well others have done their homework, particularly since that is how they evaluate themselves. The net effect is that they are slow to market, but when they get there they are fully prepared - by their standards. The problem is that money likes speed - fast to market wins - 90% of the time. So the high Theoretical may be competing for only 10% of the available opportunities. You can't meet and beat your organization's expectations that way.

Our client's potential A player became an A player - but in an engineering position that allowed the time to become a subject matter expert - a person valued for their in depth knowledge of their product's applications. She was called on to accompany sales people on calls - she provided a depth of knowledge that added enormous value to the sales process. Happy ending - the right person in the right job.

The moral of this story: Regardless of what you do for a living, knowledge, by itself, is not power. The application of knowledge through action creates power. The next time you catch yourself taking one more step on the information tree, ask yourself if this step has value in application, or is it just another way to learn more for your own sense of preparation. If it doesn't add value to application, stop. Take what you know and apply it - 95% of everything rewards speed in application. If you see others doing the "knowledge is power" behavior, send them this blog - maybe it can start them thinking about the application of power - and get them acting.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032; Ph: 602-795-4100; Fax 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com,

Copyright 2006. All Rights Reserved

The Fantastic Consequences of Commitment

I read this quote from Goethe in The Attractor Factor by Joe Vitale. Some things never change - I wish I had written this - but I sure am inspired by it. I hope you are too. (Bolding added by me.)

Quote from Johann Wolfgang von Goethe, born 1749, died 1832:

"Until one is committed, there is hesitancy,
the chance to draw back, always ineffectiveness.

Concerning all acts of initiative there is one elementary truth,
the ignorance of which kills
countless ideas and endless plans:
That the moment one definitely commits oneself,
then providence moves, too.

All sorts of things occur to help one
that would never otherwise have occurred.

A whole stream of events issues from the decision,
raising in one's favor all manner of
unforeseen incidents and meetings and
material assistance which no man
could have dreamed would come his way.

Whatever you can do or
dream you can, begin it!
Boldness has genius, power
and magic in it."

If you're into daily affirmations and inspirations, copy this and read it every day - you will benefit from it - I guarantee it!

Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Celebrate Small Successes - Today's Successes

You know the sayings - you eat an elephant a bite at a time; a journey of a thousand miles begins with a single step. Well, they're true - and we need to keep reminding ourselves of how true they are. Translating those sayings into our every day habits of thought can be difficult, particularly when faced with a BHAG - a Big Hairy Audacious Goal - but it's critical we do that.

Those daily successes are the basis for those BHAG's. Without the day to day successes, the BHAG's don't happen.

A client company I was working with were looking to save $2 million through cost reductions in a year - a lot of money for a $90 million a year enterprise - a BHAG. At the very first meeting of the team assigned to define how to save that money, one of the first proposals offered by the team had a value of $50,000 in real savings in the first year. The CFO responded by saying he was looking for real savings, not such small amounts! The CEO didn't respond to that comment. No further proposed cost savings were made by the team. The meeting ended.

In talking to the team they explained that all of the other cost savings they were going to propose were smaller than the $50, 000 proposal that had received such a negative response. Based on the CFO's input, they weren't willing to bring them up. I asked how many proposals they had defined and developed. They had nine solid proposals amounting to cost savings in the first year of $375,000 - almost 20% of the $2 million goal! Not exactly chicken feed!

We met with the CEO and the CFO and talked about expectations, team motivation, and how to get to $2 million in savings. The CEO and CFO were eager to get to $2 million fast, or they and/or the business would not survive. They had been disappointed when the team came up with a proposal for just $50,000. They had hoped for 10 times that amount. When they found out that the team had identified $375,000 in savings in a short time, their expectations changed. They were able to see the value in supporting a series of small - compared to original expectations, successes as the way to the BHAG. The team succeeded in meeting and exceeding the $2 million goal.

We need to see the big picture, but the big picture is composed of a lot of small pictures. Take the time to identify those small pictures and celebrate their achievement - it creates the energy and commitment and passion to press on until the big picture is achieved.

Do it today.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032, Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Ciopyright 2006. All Rights Reserved

Two Things To Do Today To Succeed

After writing and posting the three actions to take for success blog yesterday, I met a person who I will describe as impressive, until we shook hands. Left me cold with the fish grip and no eye contact. Wow! What a first impression!

I've been reading a book called The Aladdin Factor by Jack Canfield and Mark Victor Hansen. A terrific book, particularly for us strong, silent, independent types who think we are required by some law of the universe to do things ourselves, and not to ask for help, because that would be a sign of weakness.

So what are the two things we can do today to help us succeed?

The first is check your handshake. It's amazing how many people, male and female, give the limp shake. It shouldn't come as a surprise that a limp shake gives the impression of low energy, of lack of interest, of lack of confidence. At the same time you're checking your grip, check out how you make eye contact. A limp shake with no eye contact is a sure turnoff to successful people. They might respect your technical talents, they may respect your accomplishments, but I guarantee they will not want you to represent their organization to other organizations, to "A" player candidates, or to any other influential person or organization. Use a mirror to practice your eye contact, your smile, and your words of introduction until they become second nature. Practice your handshake with a friend - preferably someone with a good, strong , non - finger - breaking grip, and make a firm, brief, full hand shake a habit. And use it with both men and women. Do it now.

The second is to ASK! The biggest part of The Aladdin Factor deals with asking for what we want - in life - in business - in relationships. Read it - it will change how you look at independence, as opposed to interdependence. Covey, in The Seven Habits of Highly Effective People talks about the three stages of development - dependence, independence and interdependence. I don't know about you, but I was brought up to believe independence is the highest stage of development. It isn't. Interdependence, working with others in so many ways, gives us leverage in our lives. If we don't ask for help, for advice, for checking our handshake - if we can't do that, we cannot reach that highest level of development. Read this book - do the exercises - ask. It will change your life.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006. All Rights Reserved

Three Things To Do Today to Succeed

These three simople actions you can take today occurred to me while I was leaving the gym behind one of the slowest walking, grim people I have ever seen. And it was right after I listened to Chris Mathews of MSNBC on TV while exercising.

I guarantee if you take these three steps good things will happen to you.

Number 1. Be a "Fast Walker". Stride with purpose. Be in a hurry to get everywhere. Check your pace today. If you find yourself walking more slowly than your fellow workers, speed up. Nothing says low energy like a "Slow Walker" Nothing communicates energy and purpose more than a fast pace.Do it today!

Number 2. Speak with conviction. Without getting into the politics of Chris Mathews, he speaks with conviction. Have you ever noticed how people will listen to and believe people who speak with conviction and with a direct manner that can be heard. Are they necessarily correct, or the most expert person on the subject? No! But most people find comfort in conviction - they want to believe they are listening to an expert. So if you are like me, always looking for more knowledge before speaking out - or speaking out and qualifying what you say, you're not getting heard. Listen to yourself - change - you've got a lot to say - speak up, speak out, let people know what you think! Do it today!

Number 3. Give yourself a facelift. Smile! It's amazing what a smile does to relationships. It transforms people - it makes them more approachable - it makes them appear successful - it says " I'm doing good". People want to identify and associate with people who feel good about themselves. Check your image and your manner. Ask people how you look to them. If your "Force Field" screams "Stay Away" then change your message - smile. I don't mean walking around with an insane grin on your face, but making a smile as much a part of your persona as other emotions. It's amazing how little effort it takes, and the return is tremendous!

Be a fast walker, speak with conviction, smile - what a combination!! Do it today.

Written by Andy Cox, President

Cox Consulting Group LLC, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andy@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006, All Rights Reserved

Good Things Come To Those Who Wait - Or Do They?

Do you remember being told that "Good things happen to those who wait?" Usually it was said after something had already happened, and someone was providing hope and encouragement for the future. As a belief, it gives us a warm fuzzy feeling of security. A feeling that if we just stick around, be patient and prepare, good things will happen. A truly false feeling of security.

A radio announcer reminded me of this belief the other day. After saying "Good things come to those who wait" he said in his experience the only thing left for those who wait are the leftovers - the stuff the people who acted quickly didn't want.

He's right. I hadn't thought about it in those terms, but the more I reflected on it, the more obvious it became. I 've been guilty of this self talk - often - and very little good came to me by waiting. OK, some things just have to take time - like growing corn or tomatoes. But even there, first to market makes the most money.

If you hear your self talk rationalizing inaction by saying "Oh well, good things come to those who wait", stop and fight that belief. Don't let it become imbedded in your mind - if you act now, you will succeed. If you wait, you are turning your opportunity over to the tender mercies of others and of fate - and rarely does that work to advantage. Do it now - get first choice in whatever it is you are stiving to accomplish.

Written by Andy Cox, President

Cox Consulting Group, 4049 E Vista Drive, Phoenix, AZ 85032 Ph: 602-795-4100; Fax: 602-795-4800; E Mail: andycox@coxconsultgroup.com; Website: www.coxconsultgroup.com

Copyright 2006 All Rights Reserved