Kevin D Thompson – Effective Communication for Managers and Salespeople

Who Should Be Trained

  • Remember that the personal side of leadership is what, in the end, supports the strategic business needs of the organization. That will always remain the secret of a well-managed and profitable company.
    - Peter Koestenbaum
  • The best performers in the world are always the most vigorous learners.
    - Greg Wingard
  • Selling and leading are not exactly like sculpting...doing more hammering will not normally result in success.
    - KDT
  • Life is nothing if not a continuous stream of learning.
    - KDT
  • When management shows through actions rather than words that you're a valuable employee, that your input is valued no matter what level you work at, it's very motivating.
    - Aaron Melick
  • A managerial mindset will develop plans, not vision; it will vastly undercommunicate the need for and the direction of change; and it will control rather than empower people.
    - John P. Kotter
  • Frequently examine your working methods to discover and eliminate unnecessary tension. Aim at poise, repose, and self-control. The relaxed worker accomplishes most.
    - H. W. Dresser
  • We learn best from experience but we never directly experience the consequences of many of our most important decisions.
    - Peter M. Senge
  • Don't worry - be happy.
    - Bobby McFerrin
  • It is not only that leaders with responsibility must be taught leadership; they must also, if they can, do the teaching.
    - Peter Koestenbaum
  • If you do not accept the reality of where you are now - how do you imagine you can begin to change?
    - Nathaniel Branden
  • My experience is that most people underestimate their power to change and grow.
    - Nathaniel Branden
  • Killer products lead to killer profits.
    - Steve Jobs
  • Regarding the difference between valid learning and specious learning - one of the fundamentals is that valid learning does not occur unless you continuously go back to reality.
    - Ray Stata
  • Do what you feel in your heart to be right - for you'll be criticized anyway. You'll be damned if you do, and damned if you don't.
    - Eleanor Roosevelt
  • It all starts with the head.
    - KDT
  • A problem for many educators is that they are teaching subjects that are not useful to the students at the time they are being taught.
    - Robert Fritz
  • Going to a seminar on leadership and thinking you are a leader when you leave, is like taking a ride in an F16 Fighter Jet and thinking you are a pilot when you get out.
    - KDT
  • Poor social or environmental conditions are those which set us against each other by making our personal interests antagonistic to the group, to those of others.
    - Abraham Maslow
  • Everything in your life gets better when you get better, and nothing is ever going to get better until you get better.
    - Larry Winget
  • Whether you're fixing sinks, ringing up groceries, selling cars, or writing up a lesson plan, you and I need autonomy just as deeply as a great painter.
    - Daniel H. Pink
  • The whole destiny of human society depends upon the influencing of human behavior.
    - Floyd Ruch
  • Cynics criticize and winners analyze.
    - Robert Kiyosaki
  • People have styles of persuading and influence; many have a brick wall of resistance even before you've even met them.
    - Kurt Mortensen
  • Great spirits have always encountered violent opposition from mediocre minds.
    - Albert Einstein
  • A problem-oriented management approach casts us in the role of getting rid of things, not in the role of creating the outcomes we want to create.
    - Robert Fritz
  • The tragedy of our time is that we've got it backwards. We've learned to love techniques and use people.
    - Kevin & Jackie Freiberg
  • If you do not know that you have a problem - how can you possibly fix it on your own?
    - KDT
  • We still live under this illusion we have control. We do not.
    - Jackie McGrath
  • The biggest obstacle holding someone back is not knowing what they want.
    - KDT
  • You can only "sell" what you can close, you can only "close" what you can control.
    - Jackie Cooper
  • Control your own destiny, or someone else will.
    - Jack Welch
  • How can you learn from your mistakes if you cannot admit that you've made any?
    - Elliot Aronson
  • It is usually best to recognize and celebrate BOTH the person and the input/processes that generated a positive outcome. When the outcome is negative, it is usually best to focus on the input/processes that generated it.
    - KDT
  • Until people can make their "work space" a learning space, learning will always be a "nice idea" - peripheral, not central.
    - Peter M. Senge
  • Our brains are more literal than we think.
    - KDT
  • Selling, just as many other human endeavors, is essentially a quest for truth.
    - KDT
  • At its core management hasn't changed much in 100 years. Its central ethic remains control, its chief tools remain extrinsic motivators.
    - Daniel H. Pink
  • Push yourself too hard or too continuously and the consequence will eventually be burnout and breakdown. Push yourself too little or too infrequently and no growth will occur.
    - Tony Schwartz
  • Too often, executives hope that once they have the strategy, implementation is a matter of course. Nothing could be farther from the truth.
    - Peter Koestenbaum
  • Many people confuse getting an order - with making a sale. If you did not persuade someone of something, you were not selling. Pretty much anyone can take an order - it is not so with selling.
    - KDT
  • To be highly successful in resolving problems with others, your positive emotion for the other person must be significantly greater than the negative emotion you have about the problem you seek to fix.
    - KDT
  • No one likes to change their present level of awareness.
    - Robert Anthony
  • Often what we call "thinking" is merely recycling the opinions of others.
    - Nathaniel Branden
  • If it is to be, it is up to me.
    - William H Johnsen
  • No one is destined to stay as they are - quite the contrary, we are all destined to change. The question is, will we direct the change or yield control to things outside ourselves.
    - KDT
  • The almost total absence of meaningful "practice" or "rehearsal" is probably the predominant factor that keeps most management teams from being effective learning units.
    - Peter M. Senge
  • That which does not kill us makes us stronger.
    - Friedrich Nietzsche
  • Money is a result, wealth is a result, health is a result, illness is a result, your weight is a result. We live in a world of cause and effect.
    - T. Harv Eker
  • I oppose entropy.
    - KDT
  • In my experience there is only one motivation and that is desire. No reasons or principle contain it or stand against it.
    - Jane Smiley
  • A good society is impossible unless we develop the ability to admire superiority.
    - Abraham Maslow
  • The biggest problem in the world? Not being able to get people to do stuff.
    - Tim David
  • The greatest of faults is to be conscious of none.
    - Thomas Carlyle
  • The key is to structure our life such that we are running downhill in pursuit of our dream.
    - KDT
  • First, they ignore you. Second, they laugh at you. Third, they fight you. Finally, you win.
    - Gandhi
  • There can be no failure to a man who has not lost his courage, his character, his self-respect, or his self-confidence. He is still a king.
    - Orison Swett Marden
  • You never see the lies you believe.
    - Elvis Costello
  • High expectations are the key to everything.
    - Sam Walton
  • Once the unconscious keeps one thing from you, it will keep other things from you.
    - Milton H. Erickson
  • Discover that the most powerful way to help those you love is to lead by example - and realize that you are leading by example all of the time.
    - Joe Caruso
  • When social pressure or social validation is involved, we make higher-than-expected evaluations.
    - Kurt Mortensen
  • The leader needs to be in touch with the employees and to communicate with them on a daily basis.
    - Donald Petersen
  • Intellectual growth should commence at birth and cease only at death.
    - Albert Einstein
  • If workers cannot inform managers - and managers cannot learn and respond - workers' insights have no credibility, and the notion of their partnerships with management becomes empty verbiage.
    - Dr. Mitchell Rabkin
  • I shall never again want anything I'm not entitled to; it costs too much!
    - Frank Bettger
  • Despite rhetoric to the contrary, I believe most American businesses are engaged in building "no-risk" environments.
    - Ed Simon
  • If people are perceived as potentials rather than problems, as possessing strengths instead of weaknesses, as unlimited rather than dull, then they thrive and grow to their capabilities.
    - Robert Conklin
  • The leadership mind is radically different from the non-leadership mind or from common sense.
    - Peter Koestenbaum
  • The problem is that most people spend their lives looking... but not truly seeing.
    - Joe Navarro
  • A key question for any leader is simply this: Do your people want to follow you and be like you?
    - KDT
  • Success is not for the timid. It is for those who seek guidance, make decisions, and take decisive action.
    - Joe Silva
  • The conflict between work and home diminishes dramatically when the organization fosters values in alignment with people's own core, values that have equal meaning at work and at home.
    - Peter M. Senge
  • Involving individuals in the business is the most effective way to produce an organization in which people know more, care more, and do the right things.
    - Edward Lawler III
  • Face reality as it is, not as it was or as how you wish it were.
    - Jack Welch
  • Nothing can stop the man with the right mental attitude from achieving his goal; nothing on earth can help the man with the wrong mental attitude.
    - Thomas Jefferson
  • There is no success unless it is ethical success.
    - Tony Grima
  • The greatest enemies of success and happiness are negative emotions of all kinds.
    - Brian Tracy
  • The most fundamental and the most far-reaching activity in life is that which you build into your mentality every waking hour.
    - Joseph Murphy
  • Outstanding leaders go out of their way to boost the self-esteem of their personnel. If people believe in themselves, it's amazing what they can accomplish.
    - Sam Walton
  • The best managers increase the health of the workers whom they manage.
    - Abraham Maslow
  • The first principle is that you must not fool yourself - and you are the easiest person to fool!
    - Richard Feynman
  • Nothing is more common than to pursue self-esteem by means that will not and cannot work.
    - Nathaniel Branden
  • If you could master one element of personal communication that is more powerful than anything...it is the quality of being likeable.
    - Roger Ailes
  • The quality of a person's life is in direct proportion to their ability to maximize and maintain their genuine self-esteem.
    - KDT
  • There is no way a work force that is uninvolved and unrewarded will be quality-conscious, efficient, or innovative.
    - Aaron Sugarman
  • He who knows others is wise; he who knows himself is enlightened.
    - Lau-Tzu
  • Doctors give drugs of which they know little, into bodies of which they know less, for diseases of which they know nothing at all.
    - Voltaire
  • The degree to which you awaken, will be in direct proportion to the amount of truth you can accept about yourself.
    - Robert Anthony
  • The best way to solve your problems is to outgrow them.
    - Bruce Gibbs
  • The internal conditions you create drive everything else.
    - Robert Fritz
  • Not finance. Not strategy. Not technology. It is teamwork that remains the ultimate competitive advantage, both because it is so powerful and so rare.
    - Patrick Lencioni
  • We each have an infinite capacity for self-deception. We become skilled at denial because it helps us to avoid discomfort in the short-term, but it exacts a toll in the long-term.
    - Tony Schwartz
  • Always think of what you have to do as easy and it will be.
    - Emile Coue
  • The first steps of healing and growth are awareness and acceptance - consciousness and integration are the fountainhead of personal development.
    - Nathaniel Branden
  • It is said that the successful organization of the future will be above all a learning organization. It can equally be said that it will be an organization geared to self-esteem.
    - Nathaniel Branden
  • A man has got to know his limitations.
    - Dirty Harry
  • A capacity to confront reality had served me well throughout life.
    - Eugene O'Kelly
  • If you're going to be a bear, be a grizzly.
    - Ben Benedict
  • If you limit your choices only to what seems possible or reasonable, you disconnect yourself from what you truly want, and all that is left is a compromise.
    - Robert Fritz
  • Many people mistakenly believe that because they can speak the language fluently, that it means they use the language effectively.
    - KDT
  • Action has the last word, in that no living value can be achieved or sustained without it.
    - Nathaniel Branden
  • In a world in which the total of human knowledge is doubling about every ten years, our security can rest only in our ability to learn.
    - Nathaniel Branden
  • When you meet a person who is really going places in this world, usually it is a person of intense desire for the highest and best in life.
    - Catherine Ponder
  • No matter what, something better is coming.
    - KDT
  • Are you still using "bloodletting" in running your business? If you don't understand the question then you probably are.
    - KDT
  • We are all contagious - what are you spreading?
    - KDT
  • Systems and processes are only as good as the fundamentals used to execute them.
    - KDT
  • The gap between the amount of praise managers think they give their employees and the amount employees report receiving is unfortunately wide.
    - Bob Nelson
  • I have no desire to shake the hand that has never changed a diaper.
    - Frank Pittman
  • It is more desirable to stimulate the search for answers than to provide the answers.
    - Nathaniel Branden
  • Action seems to follow feeling, but really action and feeling go together; and by regulating the action, which is under control of the will, we can indirectly regulate the feeling, which is not.
    - William James
  • Those people who develop the ability to continuously acquire new and better forms of knowledge that they can apply to their work and to their lives will be the movers and shakers in our society for the indefinite future.
    - Brian Tracy
  • Always do right. This will gratify some people and astonish the rest.
    - Mark Twain
  • I was shocked when I finally realized that what I had been for all these years of work with thousands of athletes was an acting coach!
    - James E. Loehr
  • Your objective is to get all areas of your life working together to create and transfer high energy.
    - Kurt Mortensen
  • Companies sometimes have too many managers, but they can never have too many leaders.
    - KDT
  • It's not about who is right and who is wrong - it is about what happened and do we like it.
    - KDT
  • Leadership is one of the roles in life where it really does matter what others think of you.
    - KDT
  • It is not only a matter of believing you can do a thing, even more importantly, you must want to do that thing.
    - KDT
  • People spend more time learning how to use a food processor than they do learning how to use their brains.
    - Richard Bandler
  • Mix idealism with realism and add hard work. This will often bring much more than you could ever hope for.
    - John Wooden
  • The illiterate of the future will not be the person who cannot read. It will be the person who does not know how to learn.
    - Alvin Toffler
  • I do not twist my brain to make facts disappear. I am willing to stand still in the presence of what I know to be true. What is, is.
    - Nathaniel Branden
  • The quality of a person's life is in direct proportion to their commitment to excellence, regardless of their chosen field of endeavor.
    - Vince Lombardi
  • If you try to change your behavior without first changing the underlying structure causing that behavior, you will not succeed. This is because structure determines behavior, not the other way around.
    - Robert Fritz
  • Twenty men crossing a bridge into a village, are twenty men crossing twenty bridges, into twenty villages.
    - Wallace Stevens
  • People generally despise being bossed around - however they usually appreciate being led.
    - KDT
  • Right desire is truly the first step in solving problems and getting on the road to prosperity.
    - Catherine Ponder
  • There is a tremendous tendency of people high in the organization to become remote from reality and the facts, to begin to hypothesize and conjecture without any formal grounding of their theories.
    - Ray Stata
  • I attract to my life whatever I give my attention, energy and focus to, whether positive or negative.
    - Michael Losier
  • The point of diminishing returns is reached quicker and at a lower level of production with Command & Control management than with Enlightened management.
    - KDT
  • There's so much talk about the system. And so little understanding.
    - Robert M. Pirsig
  • Always assume each and every person wants to do a better job and grow.
    - Steve Farrar
  • It is easier to act yourself into good thinking than it is to think yourself into good action.
    - Bill Gove
  • Do not complain about your people, grow them or get rid of them. Do not waste their time or your own.
    - KDT
  • All behavior is a function of its consequences.
    - Bob Nelson
  • Most mistakes business leaders make arise from an unwillingness to face reality and act accordingly.
    - Jack Welch
  • Decisiveness is a characteristic of high-performing men and women. Almost any decision is better than no decision at all.
    - Brian Tracy
  • Business owners and leaders often accurately perceive the attitude,behavior and performance opportunities for improvement in their people, but rarely realize the same is true for their self.
    - KDT
  • Today I will do what others won't, so tomorrow I can accomplish what others can't.
    - Jerry Rice
  • You have to 'be' before you can 'do', and do before you can 'have'.
    - Zig Ziglar
  • Progress is impossible without change, and those who cannot change their minds cannot change anything.
    - George Bernard Shaw
  • As long as a person doesn't know what he doesn't know, he doesn't grow.
    - John C. Maxwell
  • Self-discipline requires the ability to defer immediate gratification in the service of a remote goal.
    - Nathaniel Branden
  • What we need to keep in mind is that in the end, knowing the truth is almost always in our best interest.
    - Philip Houston
  • To be conscious that you are ignorant of the facts is a great step to knowledge.
    - Benjamin Disraeli
  • Understanding how things work is underrated - a lack of it leads to a belief in "magic".
    - KDT
  • You are not getting what you want - you are getting what your brain is wired for.
    - Greg Wingard
  • In the full service, spoon-fed world you can get someone to do everything for you except lead and persuade others...you simply must do this yourself.
    - KDT
  • We aren't what we think we are, but what we THINK, we are!
    - Unknown sage
  • Life gets good when we get clear on what we want to create.
    - Robert Fritz
  • The only certain means of success is to render more and better service than is expected of you, no matter what your task may be.
    - Og Mandino
  • I am not my brother's keeper, I am my brother's helper.
    - KDT
  • Studies of business failure tells us that a common cause is executive fear of making decisions.
    - Nathaniel Branden
  • If you are not in the "change" business, you are not in business.
    - KDT
  • A man convinced against his will is of the same opinion still.
    - Unknown
  • We are the one species that can formulate a vision of what values are worth pursuing - and then pursue the opposite.
    - Nathaniel Branden
  • Great people talk about ideas. Average people talk about things. Small people talk about other people.
    - Unknown
  • If you're not willing to risk the unusual, you will have to settle for the ordinary.
    - Jim Rohn
  • In a significant number of cases, people actually get worse at their jobs over time...(partly) because most of us tend to become fixed in our habits and practices, even when they're suboptimal.
    - Tony Schwartz
  • The lack of "soft skills" has hard consequences.
    - KDT
  • More is not always better, nor less for that matter, but better is always better.
    - KDT
  • The busier you can keep yourself with the particulars of shot assessment and execution, the less chance your mind has to dwell on the emotional "if" and "but" factors that breed anxiety.
    - Jack Nicklaus
  • Imagination is more important than knowledge.
    - Albert Einstein
  • The ethic of more, bigger, faster generates value that is narrow, shallow and short term. More and more leads, paradoxically, to less and less.
    - Tony Schwartz
  • Continuous, supportive communication from managers, supervisors, and associates is too often underemphasized. It is a major, major motivator.
    - Jim Moultrup
  • Culture is one of the most precious things a company has, so you must work harder at it than anything else.
    - Herb Kelleher
  • Many executives are better trained in designing strategy than in the superior human qualities needed to transform abstract plans into living commitments by real people.
    - Peter Koestenbaum
  • One of the most important discoveries business owners and leaders can make, is that the work of improving their business or organization begins with them.
    - KDT
  • Those who are poor persuaders often yearn for power and authority so as to force or coerce others to comply with their wishes.
    - KDT
  • Where is wisdom? Basically, it means to live by principles or natural laws rather than going along with today's culture of quick fix.
    - Steven R. Covey
  • Today the primary threats to our survival come not from sudden events but from slow, gradual processes.
    - Peter M. Senge
  • Courage is the first human virtue because it makes all of the other human virtues possible.
    - Aristotle
  • I wish well-meaning, sensible men would not lessen their power of doing good by a positive, assuming manner, that seldom fails to disgust, tends to create opposition, and to defeat every one of those purposes for which speech was given to us.
    - Benjamin Franklin
  • The destinies of peoples are determined by their character and not by their government.
    - Gustave Le Bon
  • You can't make a baby run by beating it when it has just learned to walk.
    - Andrew Henry
  • If you can remember, worry, or tie your shoe, you can succeed.
    - Maxwell Maltz
  • The human spirit will never invest itself in a compromise.
    - Robert Fritz
  • The greatest ability in business is to get along with others and influence their actions.
    - John Hancock
  • Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, 'What's in it for me?'
    - Brian Tracy
  • Whatever the diagnosis, the solution universally requires leadership. It demands that a critical mass of the organization think and act as leaders do.
    - Peter Koestenbaum
  • Theoretically speaking, leadership is for everyone. In practice, however, only a few understand it, and even fewer choose it. Having chosen to study this material, you have preselected yourself as a leader.
    - Peter Koestenbaum
  • In the struggle between the heart and the brain - the heart will always win.
    - KDT
  • A man generally has two reasons for doing a thing - one that sounds good, and a REAL one.
    - J. Pierpont Morgan, Sr.
  • Accountants must figure out some way of turning into balance sheet terms the intangible personnel values that come from improving the people of the organization.
    - Abraham Maslow
  • It is ideal that we would first help and improve ourselves before we endeavor to help and improve others.
    - KDT
  • An amateur practices a thing until he can do it right - a master practices a thing until he cannot do it wrong.
    - Unknown
  • Practice without pressure and you will learn more efficiently and be able to perform better in a crisis situation.
    - Maxwell Maltz
  • If you don't understand yourself, you don't understand anybody else.
    - Nikki Giovanni
  • Leadership is one of the things you cannot delegate. You either exercise it, or you abdicate it.
    - Robert Goizueta
  • You get the best effort from others not by lighting a fire beneath them, but by building a fire within them.
    - Bob Nelson
  • Pretend that every single person you meet has a sign around their neck that says, "Make me feel important." Not only will you succeed in sales, you will succeed in life.
    - Mary Kay Ash
  • To change results, you must change performance. To change performance, you must change self-image.
    - KDT
  • The more influence and power you give to someone else in the team situation, the more you have for yourself.
    - Abraham Maslow
  • This is the true joy in life, being used for a purpose recognized by yourself as a mighty one...being a force of nature instead of a feverish, selfish clod of ailments and grievances complaining that the world will not devote itself to making you happy.
    - George Bernard Shaw
  • The problem with most companies is that they have no good ideas. Instead, they are driven by ideas like: "The name of the game is climbing the corporate ladder," or "Do whatever it takes to win personally". These ideas pollute the organization.
    - Bill O'Brien
  • Your life is full already, if you truly want something new in your life - you will need to give up something you now have to make a place for it.
    - KDT
  • We leak the truth through every pore of our bodies.
    - Sigmund Freud
  • Life does not give us what we need; life gives us what we deserve.
    - Earl Shoaff
  • You have to treat your employees like your customers. When you treat them right, they will treat your outside customers right.
    - Herb Kelleher
  • Being ignorant is not so much a shame as being unwilling to learn to do things right.
    - Benjamin Franklin
  • People who do not understand automobiles can neither design nor fix them - how can people who do not understand human motivation design or fix motivational strategies or problems?
    - KDT
  • Credibility is like the bottom of a ship. If it has holes, it doesn't matter if they are big or little - they all matter.
    - David Niven
  • When we are truly brave, we can be honest.
    - KDT
  • Never become so much of an expert that you stop gaining expertise. View life as a continuous learning experience.
    - Denis Waitley
  • The harder I work, the luckier I get.
    - Gary Player
  • Human motivation boils down to two primary ingredients - desire and belief.
    - KDT
  • It is the continual working with the material that begins to make it your own - regardless of where it came from.
    - KDT
  • Men and women want to do a good job, a creative job, and if they are provided the proper environment, they will do so.
    - Bill Hewlett
  • Study the art of persuasion. Practice it. Develop an understanding for its profound value across all areas of life.
    - Donald Trump
  • Two rules of market orientation define the well-led company: every employee must be close to the customer, and every employee must be close to the Company's total business plan and understand the reasons for it.
    - Peter Koestenbaum
  • Creativeness is correlated with the ability to withstand the lack of structure, the lack of future, the lack of predictability, of control, the tolerance for ambiguity, for planlessness.
    - Abraham Maslow
  • Great systems and processes executed using poor fundamentals usually do not produce good results.
    - KDT
  • The benefits of persuasion are strictly reserved for those who have invested the appropriate time, effort and capital necessary to develop it for their self.
    - KDT
  • Current reality is always your new starting point.
    - Robert Fritz
  • If you are struggling or failing in your leadership roles, you are probably not choosing or executing sales behavior appropriately.
    - KDT
  • I cannot overcome a fear whose reality I deny. I cannot correct a problem if I will not admit it exists. I cannot change traits I insist I do not have.
    - Nathaniel Branden
  • The development of your leadership skills and performance is absolutely among your most important challenges and responsibilities.
    - KDT
  • Sophists forsake one of our primary functions - that of map making for others to follow.
    - KDT
  • The wise organization realizes that intelligent can only be governed by consent and not by command.
    - Charles Handy
  • You can recognize growth and underinvestment by the failure of a firm to achieve its potential growth despite everyone's working tremendously hard - a sign of underinvestment.
    - Peter M. Senge
  • Inappropriate selfishness is the bane of humanity, appropriate selfishness is the foundation of humanity.
    - KDT
  • In the domain of persuasion , conditions are ripe for self-sustaining incompetence.
    - Robert Levine
  • The relentless urgency that characterizes most companies cultures undermines creativity, quality, engagement, thoughtful deliberation, productivity and ultimately, performance.
    - Tony Schwartz
  • To fear to face an issue is to believe that the worst is true.
    - Ayn Rand
  • It's not who's right or who's wrong...it's who's left.
    - Dayo Thompson
  • When I finally understood that emotions run the show, it was unquestionably the single greatest breakthrough in my career.
    - James E. Loehr
  • Many people want to change other things and people - but often they do not want to change their self.
    - KDT
  • Character isn't something you were born with and can't change, like your fingerprints. It's something you weren't born with and must take responsibility for forming.
    - Jim Rohn
  • Studies show that program managers are effective more because of their authentic and dedicated personalities than by virtue of their administrative and engineering skills.
    - Peter Koestenbaum
  • The reality is that stress is the stimulus for all growth in our lives.
    - Mark McCormack
  • Improving quality often lowers your costs, but lowering your costs seldom improves quality.
    - Unknown
  • Nurture your mind with great thoughts, for you will never go any higher than you think.
    - Benjamin Disraeli
  • Because of time delay, people often give up taking actions that are, in fact, effective, but the result of those actions has not yet had a chance to appear.
    - Robert Fritz
  • Ironically, many of the business owners and executives who fire (unpersuasive workers) themselves do not know what would make the situation better. They think they do, but often it is the wrong solution.
    - Kurt Mortensen
  • The bad leader is he who the people despise. The good leader is he who the people praise. The great leader is he who the people say, "We did it ourselves."
    - Lao-tzu
  • Continuous effort - not strength or intelligence - is the key to unlocking our potential.
    - Winston Churchill
  • The person who says it cannot be done should not interrupt the person who is busy doing it.
    - Chinese Proverb
  • You're always going to be in a box of some type so stop trying to get out of it, instead focus your efforts on enlarging it.
    - KDT
  • If someone believes a thing, thinks a thing, says a thing or does a thing - you can be sure they "learned" that thing.
    - KDT
  • An investment in knowledge always pays the best interest.
    - Benjamin Franklin
  • Only when it is vision-led, will an organization embrace change.
    - Ed Simon
  • If you want to live with the masses, think emotionally. If you want to live with the middle class, think positively. If you want live with the world class, think critically.
    - Steve Siebold
  • Leadership is the art of integrating results and heart.
    - Peter Koestenbaum
  • You can give the same recipe to ten cooks, and some make it come alive, and some make a flat soufflé. A system doesn't guarantee anything.
    - Chuck Close
  • Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life.
    - Donald Trump
  • When we behave in ways that conflict with our judgement of what is appropriate, we lose face in our own eyes.
    - Nathaniel Branden
  • If a person does not know, understand and deliberately use the fundamentals of persuasion, how persuasive can they be?
    - KDT
  • Our early emphasis on human relations was not motivated by altruism, but by the simple belief that if we respected our people and helped them respect themselves, the company would make the most profit.
    - Thomas J. Watson, Jr.
  • He who knows nothing is closer to the truth than he whose mind is filled with falsehoods and errors.
    - Thomas Jefferson
  • Excellence is an art won by training and habituation.
    - Aristotle
  • Powerlessness corrupts. Absolute powerlessness corrupts absolutely.
    - Rosabeth Moss Kanter
  • Being the boss does not make one a great or even a good leader...developing leadership does.
    - KDT
  • The problem is never how to get new innovative thoughts into your mind, but how to get the old ones out.
    - Dee Hock
  • You can't completely develop leadership at a seminar, you can learn about it there, but you must develop it every day wherever you are.
    - KDT
  • Whether you think you can, or think you can't - you are probably right.
    - Henry Ford
  • Usually it is best to start something at the beginning.
    - KDT
  • We are all self-made, but only the successful will admit it.
    - Earl Nightingale
  • If you are not deliberately developing leadership in your people, then they are likely to gradually lose confidence in you.
    - KDT
  • Depression is the appropriate mental state for an unprepared person doing a tough job.
    - Donald Moine
  • All in the organization must master the cycle of thinking, doing, evaluating, and reflecting. Without, there is no valid learning.
    - Ray Stata
  • There are no short cuts to anywhere worth going.
    - Beverly Sills
  • The ferment in management will continue until organizations begin to address the higher order needs: self-respect and self-actualization.
    - Bill O'Brien
  • Leadership is being a faithful, devoted, hard-working servant of the people you lead and participating with them in the agonies as well as the ecstasies of life.
    - Herb Kelleher
  • In a world where the big things have little difference - it's the little things that make a big difference.
    - Peter Thomson
  • Smugness and certainty tend to stop research rather than to stimulate it.
    - Abraham Maslow
  • The sales superstar is distinguished by an expertise in people and an expertise in motivating people.
    - Donald Moine
  • Honesty is the cornerstone of civilization.
    - KDT
  • Happiness is native to the human mind and its physical machine. We think better, perform better, feel better, and are healthier when we are happy.
    - Maxwell Maltz
  • When your desires and imagination are in conflict, your imagination invariably gains the day.
    - Emile Coue'
  • Practice makes permanent - perfect practice makes perfect.
    - Greg Wingard
  • People don't at first follow worthy causes. They follow worthy leaders who promote worthwhile causes.
    - John C. Maxwell
  • I'm interested in your life, not your shekels.
    - Milton H. Erickson
  • I thought I had an original epiphany, but alas, Emerson had already elucidated it.
    - KDT
  • You don't pull up the radishes to see how they are growing.
    - Bill O'Brien
  • Construction of a big building is painstaking work...I don't want people who think they can get it done in record time. That can spell disaster.
    - Donald Trump
  • There can be no progress without change - even though not all change is progress.
    - John Wooden
  • To be a leader is to be condemned to philosophy.
    - Peter Koestenbaum
  • Things, whether they be increased productivity or reduced errors do not generally change for the better until the people directly involved with those things change for the better.
    - KDT
  • Apathetic stupidity cannot fix stupid, but quality teaching and mentoring can.
    - KDT
  • The very best thing about our incredible brains is that they are reprogrammable.
    - KDT
  • Our focused attention tends to determine what becomes reality - focus your attention on what you want instead of what you don't want.
    - KDT
  • You get what you reward! Know what you want to get and reward or recognize people in some way to get it.
    - Bob Nelson
  • When the student is ready, the teacher will appear.
    - Chinese Proverb
  • Its not what the vision is, its what the vision does.
    - Peter M. Senge
  • Pushing yourself for your own goals and desires is an admirable trait, pushing others to achieve your goals...not so much.
    - KDT
  • Unless commitment to the mission and vision of the larger organization is greater than commitment to individual functional goals, functional goals will predominate.
    - Peter M. Senge
  • The most important story you will ever tell about yourself is the story you tell to yourself.
    - Jim Loehr
  • To a large degree, our success and happiness in life depends on how much people like themselves when they're with us.
    - Joe Caruso
  • There is only one way to get anyone to do anything. And that is by making the other person want to do it.
    - Dale Carnegie
  • You can't speed up time or have any more hours in a day - you can only improve the quality and value of your time.
    - KDT
  • Everything leaks.
    - Mike Moore
  • Businesses only get better...when their people do - especially the leaders.
    - KDT
  • The only thing a title can buy is a little time - either to increase your level of influence with others or to erase it.
    - John C. Maxwell
  • Wisdom is not a product of schooling but of the lifelong attempt to acquire it.
    - Albert Einstein
  • Know thyself.
    - Ancient Greek maxim
  • People and their performance are primarily the product of their programming and their environment.
    - KDT
  • Success is not the key to happiness. Happiness is the key to success. If you love what you are doing, you will be successful.
    - Albert Schweitzer
  • Leaders are not successful unless a lot of people want them to be.
    - John C. Maxwell
  • Our desire to control is so powerful, and the feeling of being in control so rewarding, that people often act as though they can control the uncontrollable.
    - Daniel Gilbert
  • The more evolved and psychologically healthy people get, the more will enlightened management be necessary to survive in competition - and the more handicapped will be the enterprise with an authoritarian policy.
    - Abraham Maslow
  • If you look at persuasion as if it were a piano, then most people only use a few keys and are playing "Chopsticks" when they could be using all the keys and playing Mozart.
    - Kurt Mortensen
  • Good psychology, once you know it, often seems like common sense, but it rarely seemed that way before you knew it.
    - Gillian Butler
  • I do not like that man - I must get to know him better.
    - Abraham Linclon
  • Change is the status quo.
    - KDT
  • Love is a genuine concern for the growth and happiness of others.
    - Jack M Zufelt
  • Your own soul is nourished when you are kind; it is destroyed when you are cruel.
    - King Solomon
  • Big things are made of small things, if the small things are not good, then the big things usually are not good either.
    - KDT
  • Your skin actually reflects the quality of your life and what most people are doing is almost like polishing the flower instead of nourishing the root.
    - Deepak Chopra
  • The amazing thing is that, of the millions of people who think they want to be successful, few of them have any really strong, impelling desires.
    - Catherine Ponder
  • U Gotta Wanna
    - Unknown
  • Unnecessary fear of a bad decision is a major stumbling block to good decisions.
    - Jim Camp
  • It's an important day in everyone's life when they begin to work for what they want to build rather than to please a boss.
    - Bill O'Brien
  • Realistic perceiving is prerequisite to realistic behaving, and realistic behaving is prerequisite to good results.
    - Abraham Maslow
  • The tragedy of many people's lives is that they look for self-esteem in every direction except within, and so they fail in their search.
    - Nathaniel Branden
  • If you are a boss who cannot handle the truth - then your people are unlikely to give it to you.
    - KDT
  • It is easier to see the reality of other people's problems than it is to see the reality of our own.
    - KDT
  • Influence is king, although persuasion trumps it.
    - KDT
  • I have never let my schooling interfere with my education.
    - Mark Twain
  • The very best managers do not really DO much of anything, they get other people to do things.
    - KDT
  • Perhaps no human need is more neglected in the workplace than to feel valued.
    - Tony Schwartz
  • He who has no personal knowledge but has only heard of many things cannot understand deeper truth, even as the spoon has no idea of the taste of soup.
    - Ancient Axiom
  • When I drive myself, my life is found.
    - Incubus
  • Formal education will make you a living; self-education will make you a fortune.
    - Jim Rohn
  • You can't teach a kid to ride a bike at a seminar.
    - David Sandler
  • We have a moral obligation to give people the tools to meet tough goals. It's wrong if you don't give employees the tools to succeed, then punish them when they fail.
    - Steven Kerr
  • We cannot "not manipulate others" - it is a basic element of living that we have an effect on others.
    - KDT
  • In the most innovative companies, there is a significantly higher volume of thank-you's than in companies of low innovation.
    - Rosabeth Moss Kanter
  • Like computers, people's problems are much more often the result of inferior programming than defective hardware.
    - KDT
  • Get your 385 back!
    - KDT
  • I believe our fundamental challenge is tapping the intellectual capacity of people at all levels, both as individuals and groups.
    - Ray Stata
  • I believe persuasion is the life-blood of freedom.
    - KDT
  • Love yourself first and everything else falls into line. You really have to love yourself to get anything done in this world.
    - Lucille Ball
  • There really are only two directions in which we may travel in life: that which is life-enhancing and that which is life-diminishing.
    - KDT
  • You cannot give someone something you do not first possess yourself.
    - Unknown
  • What's good for the cell is good for the person, is good for the group, is good for the organization, is good for the country and is good for the world.
    - KDT
  • The path to self-actualization is paved by genuine self-esteem.
    - KDT
  • Of all the judgements we pass in life, none is as important as the one we pass on ourselves.
    - Nathaniel Branden
  • Much of the stress that people feel doesn't come from having too much to do. It comes from not finishing what they've started.
    - David Allen
  • After nearly eight years in graduate and undergraduate engineering, I was surprised to find the most challenging problems dealt with people and not with things.
    - Jeffrey Hiatt
  • If you tell the truth, you don't have to remember anything.
    - Mark Twain
  • Only those who have the patience to do things perfectly will acquire the skill to do difficult things.
    - Johann Christoph Von Schiller
  • Recovery is an important word and concept. It means renewal of life and energy. Knowing how and when to recover may prove to be the most important skill in your life.
    - James E. Loehr
  • Never forget: A guiding coalition made up only of managers - even superb managers who are wonderful people - will cause major change efforts to fail.
    - John P. Kotter
  • Embrace and prepare for change...it is coming.
    - KDT
  • Systems are rarely put in place to eliminate thinking...although it is a common result.
    - KDT
  • I found it is easier to fix other people's problems than it is to fix your own.
    - Brad Johnson
  • I do not seek to judge anyone or be critical of anyone about anything - I seek to help others and myself see and deal with reality honestly.
    - KDT
  • When you learn something new, you are then required to make mistakes in order to fully understand what you have learned.
    - Robert Kiyosaki
  • As a man thinketh in his heart, so is he.
    - Holy Bible
  • If you want the truth to stand before you, never be for or against. The struggle between "for" and "against" is the mind's worst disease.
    - Seng-ts'an
  • The people who get into trouble in our company are those who carry around the anchor of the past.
    - Jack Welch
  • A little knowledge is a dangerous thing.
    - Alexander Pope
  • This too shall pass.
    - Unknown
  • Your reality is like a large mosaic.
    - Peter Koestenbaum
  • To be a leader is to win against the universal "No".
    - Peter Koestenbaum
  • Losers visualize the penalties of failure, and winners visualize the rewards of success.
    - Rob Gilbert
  • I can't make chicken salad out of chicken s**t! - Mike Hawkins (modified - You can make chicken salad out of chicken s**t, but people usually do not like it.)
    - KDT
  • While the socially & scientifically naive endeavor to defy the bell curve, in effect they simply move it in the wrong direction.
    - KDT

Who can benefit from training, coaching and mentoring?

Because the responsibility for effective communication begins at the top of an organization, often it is appropriate for top people to develop their communication and leadership strategies, techniques and skills. Often however, low awareness or ego (usually low self-esteem) or both, get in the way of top people getting help in developing their communication and leadership. They just do not realize they are ineffective or are not comfortable seeking help, or would just rather delegate it to someone else.

 

The Law of the Lid (John Maxwell's 21 Irrefutable Laws of Leadership) demonstrates clearly that the top person in the organization will set the limit for an organization's potential - low leadership effectiveness will yield low potential for an organization. Being the boss does not make one a great or even a good leader...developing leadership does and I recommend training and development for any top person who is open to it.

 

Anyone with the authority and means to engage their self or someone else in training is in position to decide who "should" be trained, coached or mentored. Anyone of average intelligence is capable of adopting new de-limiting beliefs and learning new ways to think, say and do things.

 

People who engage in setting up mutual expectations that have significant time, effort and money consequences are generally good candidates for my training. Often these are salespeople, managers or customer service people. Without an appropriate level of time, effort, or money at stake it simply does not generate an attractive return on investment.

 

People who sell or otherwise persuade others learn the principles of why people comply as well as how to refine their speaking and listening to enhance their opportunity to persuade. They also learn the process through which people pass in changing from denying they have a problem to executing a solution. (DREC) If it is appropriate for their environment, I teach a repeatable, trainable process to use with sales opportunities that includes material to use in every phase of their sales cycle.

 

People who supervise others learn to differentiate between situations that require their management skills from situations that require their leadership skills and how to effectively recognize and develop each skill set. One major ingredient to effective performance in these two areas that is often overlooked is the presence and use of emotion in the two roles. Emotion is very appropriate in Leadership and Persuasion; however it is nearly always a detriment to management tasks or the use of authoritarian power.