Life Life Balance

We say it several times a day. We meet a client, see a friend, join a Zoom call, and the first thing we often say is; "How are you?" The reply is often;"I'm good, you?". And we move on. Why do we do that? Is it uncomfortable if someone said they were tired because their baby is sick or down because of their ailing father or upset due to their marriage having trouble?

I get there is a right time and place for personal stuff but without oversharing, how can we take that original salutation just an inch farther? I'm not suggesting fake compassion; I'm referring to the real stuff. Take just twenty seconds to see how someone is doing. You aren't there to solve their challenge but rather to simply be human. We're not robots and there might be much more going on if someone isn't "making their numbers".

Leave it at home

I am lucky to work in a company and with a team who does take a moment to see how you are really doing and let you know they actually see you as a person. It doesn't weaken relationships, it strengthens them.

I feel the core of teamwork is having each other's backsides not our own. Hopefully others feel the same way. If someone is missing deadlines or their work quality is waning, it's time for a check in and see if they are truly okay. Work is not a place to spend your time talking about your kids and home life all day. We are humans not robots and if we think people shouldn't bring their life to work, we may have another challenge.

They might stop bringing their work to life. 

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Sales for a Day

Yes, we're all in sales, but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales. It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. 

Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts. It's common for those not in sales to think the sales department will do anything for a buck. After all, they are rewarded in their pay stubs if they sell more stuff. That couldn't be farther from the truth. If you don't respect and believe in what you're selling, making numbers will be a guess at best. 

Numbers and People 

I've spent almost twenty years of my career selling myself long before selling any product or service. That isn't an easy process and the self-ringing phone has yet to be invented. Sales is not easy, but if you have the right product or service, and most importantly, support of your team and management, it can be exciting and rewarding. 

To those in sales, you have my upmost gratitude and respect. To those who are not in a sales role, I have an idea for you – try it for just one day.

You will gain a entire new perspective.

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Extrointraextrovert

I'm an extrovert introvert who enjoys collaborating in team and group environments but also needs and enjoys some chill time on my own to recharge. I’m an ENFP (Extraversion, Intuition, Feeling, Perception) which means I focus on intuition and external connections. But there is a strong internal piece which is key to process how I feel about things and how they fit into my value system.

I live in the world of possibilities – which can trip me up on follow through – but I see life as a gift and literally wake up every day looking forward to the possibilities. I have my share of down times and self-doubt which again is typical of someone driven by emotion and connection.

Up Downside

When I look at the 20 or so people I spend the most time with, it’s a mix, which is typical of an ENFP as I get energy from others and the varied traits they bring. And some of the closest people in my life are actually introverts. If you know one or are one, you know the label isn't completely accurate. The ones in my life are incredibly personable, engaging, and funny. Introvert means shy and withdrawn and I disagree with those broad labels.

I have a colleague who is an introvert and prefers to solve issues at work one-on-one in plain language through conversation and collaboration while her boss wants every report in triplicate to outline the effectiveness of the analysis of the plan. One gets energy from relationships while the other can’t operate without reports and structure.

P2P

One of my best friends – who is definitely an extrovert – is a very successful investment adviser who does most of his work on the phone or with clients rather than sitting in his office doing paperwork. His energy comes from being with and helping people and he does it all day long.

So if you have someone on your team who isn't like you, celebrate that, celebrate them, and get to know their way, their perspective, and their view on the world. We can talk about the multi-generational workplace another time.

Labels are good for clothing not people.
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Share Don't Compare

Some of our most memorable experiences are unplanned. Like the time I ran into a buddy from college with whom I hadn't seen in probably fifteen years. He had gotten married, had a daughter and twin boys. His business was doing well and he had just been awarded a customer contract that was pretty much going to set him up financially for the rest of his kids' lives. 

We had coffee and caught up. He had done all these things since our silly days of college but deep down he hadn't changed a bit. I was suddenly taking stock on how I didn't have millions and he suddenly said; "So, what was it like to meet U2?" It was awesome but I didn't have a lifetime of money in the bank or three awesome kids. 

Look at you!

He went on to tell me about my accomplishments. Unlike most, working in radio caused some to know of my work. My college chum wasn't comparing; he was sharing. He had humility toward his success and was more interested in mine. While I was comparing bank accounts like a shallow idiot. 

We all have a story to tell. You may not think you have much to share at a college reunion, but you have done some things others may remark on. It doesn't matter if you haven't been on the radio or built a multi-million dollar company. 

Zero-sum

There will always be people richer than us, slimmer than us, younger than us, and more "successful" than us. And there will be plenty who feel that way about us. My friend said it was no contest if he ever had to choose between his business and his family. No success was worth losing them.

If we can stop comparing for a moment and cherish what we have and have done, perhaps we won't focus on scarcity but rather abundance. It was great to see my old pal again and he taught me a lot that day. 

A look outside can often give us better perspective inside. 

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Introextrointroverts Unite

I'm an extroverted introvert who enjoys collaborating in team and group environments but must have alone time to recharge. Some days I prefer to work in my office and the phone calls, emails, and Zooms are enough people for me. In fact, my introverted traits are getting stronger as I get older. 

I am an ENFP (Extraversion, Intuition, Feeling, Perception) which means I am influenced by intuition and external connections. But there is a strong internal piece which is key to process how I feel about things and how they fit into my value system as well.

A Mixed Bag

When I look at the people I spend the most time with, it’s a mix, which is typical of an ENFP as I get energy from others and the varied traits they bring. And some of the closest people in my life are actually introverts. If you know one or are one, you know quiet and impersonal are not accurate descriptions of an introvert. Those in my life are incredibly personable, engaging, and funny. 

Being an introvert does not mean you dislike people and need to be alone all the time. I have a colleague who is an introvert and prefers to solve issues one-on-one in plain language through conversation and collaboration while her boss wants every report in triplicate to outline the effectiveness of the analysis of the plan. One gets energy from relationships while the other can’t operate without reports and structure. 

No Calls Please

One of my best friends – who is definitely an extrovert – is a very successful investment adviser who does most of his work with clients rather than sitting in his office doing paperwork. His energy comes from being with and helping people and he does it all day long. It is funny to note that he hates phone calls and will prefer to text if he has to use the phone at all.

So if you have someone on your team who isn't like you, celebrate that, celebrate them, and get to know their way, their perspective, and their view on the world. Our differences make our lives interesting.

Labels might be good for clothing but not for people. ________________________________________________________________

Solving Selling Struggling

Think about the last time you walked into a store and the clerk was on you from the second your foot crossed their front door. You probably quickly told them you were just looking because your personal space was crushed by someone trying to sell you something even though you were in their store.

Now imagine you're at a networking event and you meet John who shoves his card in your hand before you can say hello and starts telling you what he has to offer.

You feel yourself backing up and scanning the room for a few gulps of fresh air, a lifeline, a way out.  John's approach is a bit much so you recoil. You quickly realize the room is full of two types of people - sellers and those who are too scared to sell.

Beyond the Elevator

We need to know how best to explain what we stand for and how we help others. Even the painter does more than slap paint on a wall. She may enhance the feel of the office while it blends with the dark cherry desk and black leather chair.

So before walking in a room to sell your wares or greet new customers in your space, figure out how you can help them and the process may be smoother. This isn't an issue exclusive to service providers and small business owners.

Even big companies struggle with this stuff.
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Now

Karen Lamb said a year from now you will wish you had started today while Jim Rohn said if you really want to do something, you'll find a way, if you don't, you'll find an excuse. We all have ideas we don’t act on. We may be waiting for the best time, more money, or permission. We may be out of excuses and left with one option.

The best time is probably right now.
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Are You in Sales?

Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.

It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.

To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for one day.
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Is it Magic?

There are a thousand ways we can go with leadership development and talent training but without knowing the specifics, it can be a lot of activity with disappointing results.

The best way, in my experience, to build anything is to include everyone. This isn't to suggest you take the committee approach forever, but you need to find the waterline. Here's one simple tactic you may want to try if your company or department or team are stuck. Give everyone the day off.

You read that right. Without letting important deadlines or projects drop, give the team a work day away from the office to think and gather their thoughts. Then it's time to get back together and do a brainstorming session. I love to facilitate these because it allows everyone to have a voice and ideas to be streamlined into realistic and executable chunks. So wave your magic wand and dream big. Then get to work.

It will be worth it.
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Are You Selling or Solving?

Think about the last time you walked into a store and the clerk was on you from the second your foot crossed their front door. You probably quickly told them you were just looking because your personal space was crushed by someone trying to sell you something even though you were in their store.

Now imagine you're at a networking event and you meet John who shoves his card in your hand before you can say hello. You can feel yourself backing up and scanning the room for a few gulps of fresh air, a lifeline, a way out. Despite being at an event where you are trying to meet potential customers, clients or partners, John's approach is a bit much so you recoil. You quickly realize the room is full of two types of people - sellers and those who are too scared to sell.

Beyond the Elevator

Everyone tells you that you need to get out there and meet people, shake hands, let them know you’re looking and what you offer. Yet few people enjoy networking. It can be intimidating to try and 'sell yourself' in a room void of buyers. Most shun those who pitch their offer on the social web yet I'm unaware of anyone who can pay their bills with followers and a better Klout score.

Perhaps if I was painter, it would be easier to explain. My passion to provide business solutions to owners and managers who want to become better leaders and improve their people and revenue. The process isn't easy to define because it changes with each situation. When you look closer at your offer, you may say the same.

Beyond the Title

We need to know how best to explain what we stand for and how we help others. Even the painter does more than slap paint on a wall. She may enhance the feel of the office while it blends with the dark cherry desk and black leather chair.

So before walking in a room to sell your wares or greet new customers in your space, figure out how you can help them and the process may be smoother. This isn't an issue exclusive to service providers and small business owners.

Even large enterprise stumbles on this stuff.
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When is Right?

I was sifting through old notes and saw two quotes that were well timed. Karen Lamb said a year from now you will wish you had started today while Jim Rohn said if you really want to do something, you'll find a way, if you don't, you'll find an excuse.

We all have ideas we don’t act on. We may be waiting for the best time, more money, or permission. We may be out of excuses and left with one option.

The best time is right now.
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Defined by Busy

There are meetings and family commitments and chores and email and deadlines and calls and stress and projects and the list continues. We are busy people doing busy things keeping busy with our busy lives being busy.

Years ago, I worked with a mentor who compared the work we were doing in a larger city next to when he lived in a smaller urban area. He said; “Sure this is a busier place, but I’m not convinced people are getting any more done.”

Technology Tether

We have devices that can share information across the planet in seconds. There are virtual teaming solutions that shrink the globe. We have no shortage of ways to connect to each other. But do we really need to check our smartphones every waking moment in case we get an email we'll ignore because we're far too busy for that.

If you think if you can cram more into today than you did yesterday without paying much attention to any of it and grow your business, good luck. If you put the phone and busy away from a moment and enhance the relationships around you, I like your chances.

Maybe not, you're probably busy.
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Sliced Bread

We are living in a Snapchat Instagram patience of a three year old world. We want the thing to work. We want to make quick touches. We rely too much on technology. Sometimes we just want to buy a loaf of bread and have a sandwich.


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A Dozen Ideas for Leaders

• Stop hiding behind email
• Don’t avoid difficult conversations and have them with respect and compassion
• Keep meetings to 30 minutes and on topic
• Allow all voices to be heard
• Be clear on expectations
• Don’t play favorites
• Be of service to your team/department/company; not the other way around
• Allow creativity to flourish
• Don’t evade conflict
• Remember every person on the team is just as important as any other person
• Hold yourself and others accountable
• Show up when things get difficult
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Let's Raise a Glass!

Whether you celebrate it or not, it’s impossible to miss the annual onslaught that is the Christmas season. The stores are filled with brightly colored signs and packages, the websites are littered with Holiday specials, and seasonal music is everywhere.

This is the season of parties and get-togethers and – to some – the dreaded company gathering. The mood can be a bit lighter. You may be getting together with clients and customers for a celebratory lunch or beverage. And things may slow down just a bit.

Take a moment...

While you are lifting that cup of cheer, remember one important element which is the people you work and collaborate with because without them, none of this would be possible. That’s not just an overused cliché, it’s the truth.

For many I know, this has been a roller coaster year. Perhaps for you too. Take that well-deserved breath and thank the people in your life, on your team, at your workplace, and yourself for a job well done. And let's remember this in a few months when busy gets in the way of the important stuff.

And please celebrate responsibly!
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Let's Mean it This Time

It’s been said for generations – leadership is an action, not a title. It comes from inside us, not on a company organizational chart. But when the busy work of business crushes our day, when do we have time to recognize and nurture that in each other?

There are deadlines and customers, meetings and emails, far too many things on the to-do list to make time for the people stuff. But the very reason your business exists is because of people. The supply chain which drives your company and keeps it running is fueled by the people on your team, in your division, in your plant, in your building, in your customers' and suppliers' businesses. It's the six degrees of all of us.

Human Supply Chain

Every human we connect with has goals, dreams, and a life. Our collaboration is not a simple infographic to display on the wall, it’s the living breathing essence of our lives and business.

It's easy to say people are a top priority. It's equally cynical to remark that's just a tightly crafted message for marketing collateral. The day-to-day actions we take one-on-one with each other is what counts.

Make people a priority and results will become clearer.
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Ninety-Five Percent

A few weeks ago, I took my mom out for a birthday dinner. It was nice to take her out for a nice meal and catch up. We arrived, they seated us immediately, and the friendly server came over to take our drink order and tell us about the specials. We pursued the menu and ordered our meal.

Our food arrived and that’s when the evening went downhill. Mine was cold; mom’s was overdone; it was an epic fail. I called our server over and told her that our meals weren’t good and she immediately offered a refund and a free replacement meal for each of us. But we decided to skip the whole thing and I took mom home with the promise of a rain check at a different restaurant.

Order Up

Our dinner was a disaster but the restaurant handled it well. They offered to remove the original order from my bill and give us a free dinner right then and there. It was our choice to leave and we may never return. But the point is they tried to fix it right away. Their apologies were sincere; no one got flustered; they handled it well.

That’s the 95%. That’s the majority of what your company is and it has nothing to do with what you do or sell. It’s your people, your customer service, your ability to handle conflict, your capacity to deal with change and potential conflict.

They Did It Right

I may try this restaurant again, but that’s not the point. The real take away was how they dealt with it and treated us with care and respect. We didn’t make a fuss, we didn’t storm out, and we did demand to see the manager or yell and scream. We simply decided our meals weren’t good and we didn’t want to order anything else. But they did try and make it right.

Conflict and communication breakdown happens. It’s what we do about it that really matters. You will mess up with customer and clients, so will I. You will make mistakes, so will I. It’s called being human. But it’s how we deal with it in the heat of any moment that counts most. It’s that connective tissue within your company and relationships with those who engage with your services or buy your products that is critical. And it’s how we take care of things when things don't go well.

That’s the 95% which will separate you from everyone else.
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Six Important Words

We all have tools to choose from but let's not forget to focus on people. Much has been and will be said and written about the social web; we can't forget the human web.

Business owners and managers may understand that certain tactics and channels will help their business but through research, data, and measurement, we can look at outcomes more accurately.

It takes more than counting beans

Having lots of "likes" on your Facebook group, comments on your Instagram post, views on Snapchat, and a lot of page views on your website without commitment to engage your customers won't magically bring in revenue.

And it begins by engaging your own people. Strong internal customer service happens long before anyone outside your company even cares.

Do you know how you help?
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Nine Questions

You don’t have to look far to find someone who has a model or gadget or program that promises to help you with your business. I’ve been in corporate and consulting roles for three decades. I’ve used assessment tools for talent development, programs for team development, coaching and facilitation tools, and a myriad others but I’m asked all the time to define my ideal client.

It begins with a willing participant. That wasn't always clear. I used to think I could share my wisdom or make money or some other misguided reason. Without that willingness, your offer won't mean a thing to them. I found that out the hard way.

I like working with companies that are growing and want to grow more. This isn’t about cutting costs and making cheaper products to increase the profit margin. This is about becoming an even better company – inside and out. Rarely do I meet a leader or owner who isn’t interested in improving. I often meet leaders who think it's simply about making more sales calls.

Do You Know Your Why?

Simon Sinek in his book “Start with Why” states repeatedly that great leaders find people who believe what they believe. He writes about Apple and Southwest Airlines; companies that are beacons for knowing why they exist while Walmart – the largest retailer on earth – has lost its why and it’s now all about the bottom line.

I have nine questions that will unlock everything you and your company does, stands for, and wants to do. Let’s book a call (519-803-7130) and we can uncover your nine answers. The call will cost you nothing. You’ll be amazed what you discover.

Email me and we'll set something up!
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As a passionate leader, Kneale Mann has extensive experience in project management, leadership development, business, marketing, media, and talent coaching in numerous industries and organizations including; radio, digital marketing, corporate training, real estate, financial services, healthcare and more. He is always open to meeting companies and organizations who want to become even greater.

Cut Your List in Half

I was chatting with a good friend this week and we were discussing what each of us was working on, wanting to do, and numerous ideas and dreams. She recounted a story about helping her daughter with a list that was getting too big. She took the list and wrote down two items.

She then told her daughter to do one of the items and come back to her. Her daughter did it and she told her daughter she had cut her list in half. She then added one more item and they repeated the process several times.

It’s brilliant and simple!

We mean well but are we really going to accomplish several dozen tasks? We humans seem to be pretty good a making lists – mentally and literally. I want to finish my book, connect with new clients, complete that customer project, travel more, etc etc etc. But I’ve begun making lists of two’s. Then cutting my list in half and doing one. Then adding another and so on. Try it with your team. Try it with your family.

Busy is a victim word we all use. Look at ways of cutting your list of two in half then repeat. Over time you may notice some items on the long list shouldn't be there at all as you really have no intention of doing them. So try it today and cut your list in half.

Email me and we can discuss how I can help.
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Kneale Mann | People + Priority = Profit
New Book out in 2016 – Details soon!