Kevin D Thompson – Understand Change to Drive Change

Understand Change to Drive Results

  • 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
  • Often what we call "thinking" is merely recycling the opinions of others.
    - Nathaniel Branden
  • We leak the truth through every pore of our bodies.
    - Sigmund Freud
  • The first steps of healing and growth are awareness and acceptance - consciousness and integration are the fountainhead of personal development.
    - Nathaniel Branden
  • Your reality is like a large mosaic.
    - Peter Koestenbaum
  • Big things are made of small things, if the small things are not good, then the big things usually are not good either.
    - KDT
  • 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
  • Great spirits have always encountered violent opposition from mediocre minds.
    - Albert Einstein
  • 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
  • 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
  • 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
  • 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
  • You have to treat your employees like your customers. When you treat them right, they will treat your outside customers right.
    - Herb Kelleher
  • Current reality is always your new starting point.
    - Robert Fritz
  • 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
  • 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
  • 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
  • Formal education will make you a living; self-education will make you a fortune.
    - Jim Rohn
  • People spend more time learning how to use a food processor than they do learning how to use their brains.
    - Richard Bandler
  • 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
  • High expectations are the key to everything.
    - Sam Walton
  • The very best managers do not really DO much of anything, they get other people to do things.
    - KDT
  • Most mistakes business leaders make arise from an unwillingness to face reality and act accordingly.
    - Jack Welch
  • It is easier to see the reality of other people's problems than it is to see the reality of our own.
    - KDT
  • Do not complain about your people, grow them or get rid of them. Do not waste their time or your own.
    - KDT
  • You never see the lies you believe.
    - Elvis Costello
  • 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
  • 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
  • To be a leader is to win against the universal "No".
    - Peter Koestenbaum
  • 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
  • When you learn something new, you are then required to make mistakes in order to fully understand what you have learned.
    - Robert Kiyosaki
  • 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
  • We are all self-made, but only the successful will admit it.
    - Earl Nightingale
  • The relentless urgency that characterizes most companies cultures undermines creativity, quality, engagement, thoughtful deliberation, productivity and ultimately, performance.
    - Tony Schwartz
  • If you tell the truth, you don't have to remember anything.
    - Mark Twain
  • 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
  • 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
  • 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
  • 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
  • The tragedy of our time is that we've got it backwards. We've learned to love techniques and use people.
    - Kevin & Jackie Freiberg
  • Influence is king, although persuasion trumps it.
    - KDT
  • Systems are rarely put in place to eliminate thinking...although it is a common result.
    - KDT
  • The point of diminishing returns is reached quicker and at a lower level of production with Command & Control management than with Enlightened management.
    - KDT
  • Wisdom is not a product of schooling but of the lifelong attempt to acquire it.
    - Albert Einstein
  • It's not who's right or who's wrong...it's who's left.
    - Dayo Thompson
  • Great systems and processes executed using poor fundamentals usually do not produce good results.
    - KDT
  • The harder I work, the luckier I get.
    - Gary Player
  • 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
  • In a world where the big things have little difference - it's the little things that make a big difference.
    - Peter Thomson
  • When we are truly brave, we can be honest.
    - KDT
  • Nurture your mind with great thoughts, for you will never go any higher than you think.
    - Benjamin Disraeli
  • We learn best from experience but we never directly experience the consequences of many of our most important decisions.
    - Peter M. Senge
  • Understanding how things work is underrated - a lack of it leads to a belief in "magic".
    - KDT
  • Self-discipline requires the ability to defer immediate gratification in the service of a remote goal.
    - Nathaniel Branden
  • 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
  • Mix idealism with realism and add hard work. This will often bring much more than you could ever hope for.
    - John Wooden
  • Killer products lead to killer profits.
    - Steve Jobs
  • When social pressure or social validation is involved, we make higher-than-expected evaluations.
    - Kurt Mortensen
  • Change is the status quo.
    - KDT
  • Life gets good when we get clear on what we want to create.
    - Robert Fritz
  • Selling and leading are not exactly like sculpting...doing more hammering will not normally result in success.
    - KDT
  • The problem is that most people spend their lives looking... but not truly seeing.
    - Joe Navarro
  • If you're not willing to risk the unusual, you will have to settle for the ordinary.
    - Jim Rohn
  • You cannot give someone something you do not first possess yourself.
    - Unknown
  • 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
  • Leadership is one of the roles in life where it really does matter what others think of you.
    - KDT
  • 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
  • Always assume each and every person wants to do a better job and grow.
    - Steve Farrar
  • 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
  • In my experience there is only one motivation and that is desire. No reasons or principle contain it or stand against it.
    - Jane Smiley
  • In the most innovative companies, there is a significantly higher volume of thank-you's than in companies of low innovation.
    - Rosabeth Moss Kanter
  • Today I will do what others won't, so tomorrow I can accomplish what others can't.
    - Jerry Rice
  • The wise organization realizes that intelligent can only be governed by consent and not by command.
    - Charles Handy
  • There's so much talk about the system. And so little understanding.
    - Robert M. Pirsig
  • 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
  • There is no success unless it is ethical success.
    - Tony Grima
  • 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
  • A man generally has two reasons for doing a thing - one that sounds good, and a REAL one.
    - J. Pierpont Morgan, Sr.
  • 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
  • If you're going to be a bear, be a grizzly.
    - Ben Benedict
  • Life is nothing if not a continuous stream of learning.
    - KDT
  • Many people mistakenly believe that because they can speak the language fluently, that it means they use the language effectively.
    - KDT
  • The key is to structure our life such that we are running downhill in pursuit of our dream.
    - KDT
  • I attract to my life whatever I give my attention, energy and focus to, whether positive or negative.
    - Michael Losier
  • To fear to face an issue is to believe that the worst is true.
    - Ayn Rand
  • 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
  • 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
  • As long as a person doesn't know what he doesn't know, he doesn't grow.
    - John C. Maxwell
  • 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
  • It is not only that leaders with responsibility must be taught leadership; they must also, if they can, do the teaching.
    - Peter Koestenbaum
  • Know thyself.
    - Ancient Greek maxim
  • Cynics criticize and winners analyze.
    - Robert Kiyosaki
  • 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
  • The greatest of faults is to be conscious of none.
    - Thomas Carlyle
  • 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
  • I have no desire to shake the hand that has never changed a diaper.
    - Frank Pittman
  • Leaders are not successful unless a lot of people want them to be.
    - John C. Maxwell
  • 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
  • The more influence and power you give to someone else in the team situation, the more you have for yourself.
    - Abraham Maslow
  • 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
  • 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 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
  • A key question for any leader is simply this: Do your people want to follow you and be like you?
    - KDT
  • 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
  • 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
  • It is not only a matter of believing you can do a thing, even more importantly, you must want to do that thing.
    - KDT
  • Powerlessness corrupts. Absolute powerlessness corrupts absolutely.
    - Rosabeth Moss Kanter
  • 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
  • Only when it is vision-led, will an organization embrace change.
    - Ed Simon
  • There are no short cuts to anywhere worth going.
    - Beverly Sills
  • 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
  • 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
  • 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
  • As a man thinketh in his heart, so is he.
    - Holy Bible
  • 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
  • Control your own destiny, or someone else will.
    - Jack Welch
  • The greatest ability in business is to get along with others and influence their actions.
    - John Hancock
  • When I drive myself, my life is found.
    - Incubus
  • 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
  • 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
  • The human spirit will never invest itself in a compromise.
    - Robert Fritz
  • Sophists forsake one of our primary functions - that of map making for others to follow.
    - KDT
  • 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
  • When I finally understood that emotions run the show, it was unquestionably the single greatest breakthrough in my career.
    - James E. Loehr
  • The degree to which you awaken, will be in direct proportion to the amount of truth you can accept about yourself.
    - Robert Anthony
  • The people who get into trouble in our company are those who carry around the anchor of the past.
    - Jack Welch
  • If you do not accept the reality of where you are now - how do you imagine you can begin to change?
    - Nathaniel Branden
  • 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
  • There is no way a work force that is uninvolved and unrewarded will be quality-conscious, efficient, or innovative.
    - Aaron Sugarman
  • Many people want to change other things and people - but often they do not want to change their self.
    - KDT
  • When your desires and imagination are in conflict, your imagination invariably gains the day.
    - Emile Coue'
  • Unnecessary fear of a bad decision is a major stumbling block to good decisions.
    - Jim Camp
  • Businesses only get better...when their people do - especially the leaders.
    - KDT
  • The biggest problem in the world? Not being able to get people to do stuff.
    - Tim David
  • The problem is never how to get new innovative thoughts into your mind, but how to get the old ones out.
    - Dee Hock
  • The most fundamental and the most far-reaching activity in life is that which you build into your mentality every waking hour.
    - Joseph Murphy
  • We are all contagious - what are you spreading?
    - KDT
  • 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
  • Great people talk about ideas. Average people talk about things. Small people talk about other people.
    - Unknown
  • Continuous, supportive communication from managers, supervisors, and associates is too often underemphasized. It is a major, major motivator.
    - Jim Moultrup
  • 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
  • An amateur practices a thing until he can do it right - a master practices a thing until he cannot do it wrong.
    - Unknown
  • No one likes to change their present level of awareness.
    - Robert Anthony
  • More is not always better, nor less for that matter, but better is always better.
    - KDT
  • You can't make a baby run by beating it when it has just learned to walk.
    - Andrew Henry
  • 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
  • If you do not know that you have a problem - how can you possibly fix it on your own?
    - KDT
  • The path to self-actualization is paved by genuine self-esteem.
    - 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
  • You are not getting what you want - you are getting what your brain is wired for.
    - Greg Wingard
  • Those who are poor persuaders often yearn for power and authority so as to force or coerce others to comply with their wishes.
    - KDT
  • 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
  • In the struggle between the heart and the brain - the heart will always win.
    - KDT
  • Pushing yourself for your own goals and desires is an admirable trait, pushing others to achieve your goals...not so much.
    - KDT
  • The leadership mind is radically different from the non-leadership mind or from common sense.
    - Peter Koestenbaum
  • 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
  • Like computers, people's problems are much more often the result of inferior programming than defective hardware.
    - KDT
  • 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
  • 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
  • An investment in knowledge always pays the best interest.
    - Benjamin Franklin
  • A man convinced against his will is of the same opinion still.
    - Unknown
  • 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
  • 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
  • I do not like that man - I must get to know him better.
    - Abraham Linclon
  • 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
  • A capacity to confront reality had served me well throughout life.
    - Eugene O'Kelly
  • I found it is easier to fix other people's problems than it is to fix your own.
    - Brad Johnson
  • The gap between the amount of praise managers think they give their employees and the amount employees report receiving is unfortunately wide.
    - Bob Nelson
  • Embrace and prepare for change...it is coming.
    - KDT
  • You don't pull up the radishes to see how they are growing.
    - Bill O'Brien
  • Smugness and certainty tend to stop research rather than to stimulate it.
    - Abraham Maslow
  • Don't worry - be happy.
    - Bobby McFerrin
  • My experience is that most people underestimate their power to change and grow.
    - Nathaniel Branden
  • Excellence is an art won by training and habituation.
    - Aristotle
  • If it is to be, it is up to me.
    - William H Johnsen
  • In the domain of persuasion , conditions are ripe for self-sustaining incompetence.
    - Robert Levine
  • Love yourself first and everything else falls into line. You really have to love yourself to get anything done in this world.
    - Lucille Ball
  • I believe persuasion is the life-blood of freedom.
    - KDT
  • The sales superstar is distinguished by an expertise in people and an expertise in motivating people.
    - Donald Moine
  • 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
  • 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
  • If you can remember, worry, or tie your shoe, you can succeed.
    - Maxwell Maltz
  • Perhaps no human need is more neglected in the workplace than to feel valued.
    - Tony Schwartz
  • All in the organization must master the cycle of thinking, doing, evaluating, and reflecting. Without, there is no valid learning.
    - Ray Stata
  • A good society is impossible unless we develop the ability to admire superiority.
    - Abraham Maslow
  • 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
  • If a person does not know, understand and deliberately use the fundamentals of persuasion, how persuasive can they be?
    - KDT
  • Everything leaks.
    - Mike Moore
  • People don't at first follow worthy causes. They follow worthy leaders who promote worthwhile causes.
    - John C. Maxwell
  • 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 best managers increase the health of the workers whom they manage.
    - Abraham Maslow
  • Continuous effort - not strength or intelligence - is the key to unlocking our potential.
    - Winston Churchill
  • Action has the last word, in that no living value can be achieved or sustained without it.
    - Nathaniel Branden
  • We cannot "not manipulate others" - it is a basic element of living that we have an effect on others.
    - KDT
  • While the socially & scientifically naive endeavor to defy the bell curve, in effect they simply move it in the wrong direction.
    - KDT
  • That which does not kill us makes us stronger.
    - Friedrich Nietzsche
  • The best way to solve your problems is to outgrow them.
    - Bruce Gibbs
  • 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
  • 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
  • We aren't what we think we are, but what we THINK, we are!
    - Unknown sage
  • I shall never again want anything I'm not entitled to; it costs too much!
    - Frank Bettger
  • Your objective is to get all areas of your life working together to create and transfer high energy.
    - Kurt Mortensen
  • You get the best effort from others not by lighting a fire beneath them, but by building a fire within them.
    - Bob Nelson
  • You get what you reward! Know what you want to get and reward or recognize people in some way to get it.
    - Bob Nelson
  • 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
  • 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 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
  • Right desire is truly the first step in solving problems and getting on the road to prosperity.
    - Catherine Ponder
  • What we need to keep in mind is that in the end, knowing the truth is almost always in our best interest.
    - Philip Houston
  • Honesty is the cornerstone of civilization.
    - KDT
  • Realistic perceiving is prerequisite to realistic behaving, and realistic behaving is prerequisite to good results.
    - Abraham Maslow
  • It all starts with the head.
    - KDT
  • Culture is one of the most precious things a company has, so you must work harder at it than anything else.
    - Herb Kelleher
  • Always do right. This will gratify some people and astonish the rest.
    - Mark Twain
  • When we behave in ways that conflict with our judgement of what is appropriate, we lose face in our own eyes.
    - Nathaniel Branden
  • 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
  • Companies sometimes have too many managers, but they can never have too many leaders.
    - KDT
  • The ferment in management will continue until organizations begin to address the higher order needs: self-respect and self-actualization.
    - Bill O'Brien
  • Until people can make their "work space" a learning space, learning will always be a "nice idea" - peripheral, not central.
    - Peter M. Senge
  • 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 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
  • This too shall pass.
    - Unknown
  • 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
  • It is the continual working with the material that begins to make it your own - regardless of where it came from.
    - KDT
  • Never become so much of an expert that you stop gaining expertise. View life as a continuous learning experience.
    - Denis Waitley
  • If you are struggling or failing in your leadership roles, you are probably not choosing or executing sales behavior appropriately.
    - KDT
  • No matter what, something better is coming.
    - KDT
  • Success is not for the timid. It is for those who seek guidance, make decisions, and take decisive action.
    - Joe Silva
  • Losers visualize the penalties of failure, and winners visualize the rewards of success.
    - Rob Gilbert
  • The leader needs to be in touch with the employees and to communicate with them on a daily basis.
    - Donald Petersen
  • Apathetic stupidity cannot fix stupid, but quality teaching and mentoring can.
    - KDT
  • Intellectual growth should commence at birth and cease only at death.
    - Albert Einstein
  • If you are not deliberately developing leadership in your people, then they are likely to gradually lose confidence in you.
    - KDT
  • 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
  • First, they ignore you. Second, they laugh at you. Third, they fight you. Finally, you win.
    - Gandhi
  • The very best thing about our incredible brains is that they are reprogrammable.
    - KDT
  • Decisiveness is a characteristic of high-performing men and women. Almost any decision is better than no decision at all.
    - Brian Tracy
  • Depression is the appropriate mental state for an unprepared person doing a tough job.
    - Donald Moine
  • To a large degree, our success and happiness in life depends on how much people like themselves when they're with us.
    - Joe Caruso
  • Love is a genuine concern for the growth and happiness of others.
    - Jack M Zufelt
  • Leadership is the art of integrating results and heart.
    - Peter Koestenbaum
  • Today the primary threats to our survival come not from sudden events but from slow, gradual processes.
    - Peter M. Senge
  • We are the one species that can formulate a vision of what values are worth pursuing - and then pursue the opposite.
    - Nathaniel Branden
  • 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
  • It's not about who is right and who is wrong - it is about what happened and do we like it.
    - KDT
  • Practice without pressure and you will learn more efficiently and be able to perform better in a crisis situation.
    - Maxwell Maltz
  • 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
  • Study the art of persuasion. Practice it. Develop an understanding of its profound value across all aspects of life.
    - Donald Trump
  • Human motivation boils down to two primary ingredients - desire and belief.
    - 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
  • 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
  • Twenty men crossing a bridge into a village, are twenty men crossing twenty bridges, into twenty villages.
    - Wallace Stevens
  • Are you still using "bloodletting" in running your business? If you don't understand the question then you probably are.
    - KDT
  • Imagination is more important than knowledge.
    - Albert Einstein
  • Good psychology, once you know it, often seems like common sense, but it rarely seemed that way before you knew it.
    - Gillian Butler
  • 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
  • The development of your leadership skills and performance is absolutely among your most important challenges and responsibilities.
    - KDT
  • It is more desirable to stimulate the search for answers than to provide the answers.
    - Nathaniel Branden
  • Being the boss does not make one a great or even a good leader...developing leadership does.
    - KDT
  • 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
  • I believe our fundamental challenge is tapping the intellectual capacity of people at all levels, both as individuals and groups.
    - Ray Stata
  • He who knows nothing is closer to the truth than he whose mind is filled with falsehoods and errors.
    - Thomas Jefferson
  • 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
  • Despite rhetoric to the contrary, I believe most American businesses are engaged in building "no-risk" environments.
    - Ed Simon
  • It is ideal that we would first help and improve ourselves before we endeavor to help and improve others.
    - KDT
  • 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
  • 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
  • Selling, just as many other human endeavors, is essentially a quest for truth.
    - KDT
  • You have to 'be' before you can 'do', and do before you can 'have'.
    - Zig Ziglar
  • Courage is the first human virtue because it makes all of the other human virtues possible.
    - Aristotle
  • Being ignorant is not so much a shame as being unwilling to learn to do things right.
    - Benjamin Franklin
  • Improving quality often lowers your costs, but lowering your costs seldom improves quality.
    - Unknown
  • 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 in your life gets better when you get better, and nothing is ever going to get better until you get better.
    - Larry Winget
  • Inappropriate selfishness is the bane of humanity, appropriate selfishness is the foundation of humanity.
    - KDT
  • Studies of business failure tells us that a common cause is executive fear of making decisions.
    - Nathaniel Branden
  • Progress is impossible without change, and those who cannot change their minds cannot change anything.
    - George Bernard Shaw
  • How can you learn from your mistakes if you cannot admit that you've made any?
    - Elliot Aronson
  • I oppose entropy.
    - KDT
  • Always think of what you have to do as easy and it will be.
    - Emile Coue
  • The reality is that stress is the stimulus for all growth in our lives.
    - Mark McCormack
  • 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
  • We still live under this illusion we have control. We do not.
    - Jackie McGrath
  • The whole destiny of human society depends upon the influencing of human behavior.
    - Floyd Ruch
  • 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
  • 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
  • Leadership is one of the things you cannot delegate. You either exercise it, or you abdicate it.
    - Robert Goizueta
  • You can't teach a kid to ride a bike at a seminar.
    - David Sandler
  • If you don't understand yourself, you don't understand anybody else.
    - Nikki Giovanni
  • The internal conditions you create drive everything else.
    - Robert Fritz
  • To be a leader is to be condemned to philosophy.
    - Peter Koestenbaum
  • Our focused attention tends to determine what becomes reality - focus your attention on what you want instead of what you don't want.
    - KDT
  • If you could master one element of personal communication that is more powerful than anything...it is the quality of being likeable.
    - Roger Ailes
  • 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
  • The best performers in the world are always the most vigorous learners.
    - Greg Wingard
  • 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
  • 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
  • If you are not in the "change" business, you are not in business.
    - KDT
  • You can only "sell" what you can close, you can only "close" what you can control.
    - Jackie Cooper
  • Our brains are more literal than we think.
    - KDT
  • When the student is ready, the teacher will appear.
    - Chinese Proverb
  • To change results, you must change performance. To change performance, you must change self-image.
    - KDT
  • 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
  • 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
  • People generally despise being bossed around - however they usually appreciate being led.
    - KDT
  • 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
  • The lack of "soft skills" has hard consequences.
    - KDT
  • The biggest obstacle holding someone back is not knowing what they want.
    - KDT
  • It is easier to act yourself into good thinking than it is to think yourself into good action.
    - Bill Gove
  • Of all the judgements we pass in life, none is as important as the one we pass on ourselves.
    - Nathaniel Branden
  • 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
  • To be conscious that you are ignorant of the facts is a great step to knowledge.
    - Benjamin Disraeli
  • People and their performance are primarily the product of their programming and their environment.
    - 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
  • Once the unconscious keeps one thing from you, it will keep other things from you.
    - Milton H. Erickson
  • The person who says it cannot be done should not interrupt the person who is busy doing it.
    - Chinese Proverb
  • A little knowledge is a dangerous thing.
    - Alexander Pope
  • People have styles of persuading and influence; many have a brick wall of resistance even before you've even met them.
    - Kurt Mortensen
  • A man has got to know his limitations.
    - Dirty Harry
  • There can be no progress without change - even though not all change is progress.
    - John Wooden
  • If someone believes a thing, thinks a thing, says a thing or does a thing - you can be sure they "learned" that thing.
    - KDT
  • Successful people are always looking for opportunities to help others. Unsuccessful people are always asking, 'What's in it for me?'
    - Brian Tracy
  • Practice makes permanent - perfect practice makes perfect.
    - Greg Wingard
  • 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.
  • U Gotta Wanna
    - Unknown
  • Nothing is more common than to pursue self-esteem by means that will not and cannot work.
    - Nathaniel Branden
  • The destinies of peoples are determined by their character and not by their government.
    - Gustave Le Bon
  • Whether you think you can, or think you can't - you are probably right.
    - Henry Ford
  • I thought I had an original epiphany, but alas, Emerson had already elucidated it.
    - KDT
  • I have never let my schooling interfere with my education.
    - Mark Twain
  • If you are a boss who cannot handle the truth - then your people are unlikely to give it to you.
    - KDT
  • Life does not give us what we need; life gives us what we deserve.
    - Earl Shoaff
  • Its not what the vision is, its what the vision does.
    - Peter M. Senge
  • I'm interested in your life, not your shekels.
    - Milton H. Erickson
  • 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
  • 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
  • Usually it is best to start something at the beginning.
    - 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
  • Get your 385 back!
    - KDT
  • Systems and processes are only as good as the fundamentals used to execute them.
    - KDT
  • All behavior is a function of its consequences.
    - Bob Nelson
  • The quality of a person's life is in direct proportion to their ability to maximize and maintain their genuine self-esteem.
    - KDT
  • 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
  • Face reality as it is, not as it was or as how you wish it were.
    - Jack Welch
  • Study the art of persuasion. Practice it. Develop an understanding for its profound value across all areas of life.
    - Donald Trump
  • The most important story you will ever tell about yourself is the story you tell to yourself.
    - Jim Loehr
  • 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 first principle is that you must not fool yourself - and you are the easiest person to fool!
    - Richard Feynman
  • 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 am not my brother's keeper, I am my brother's helper.
    - KDT
  • He who knows others is wise; he who knows himself is enlightened.
    - Lau-Tzu
  • 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
  • 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
  • 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
  • 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 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
  • The greatest enemies of success and happiness are negative emotions of all kinds.
    - Brian Tracy
  • 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
  • Your own soul is nourished when you are kind; it is destroyed when you are cruel.
    - King Solomon
  • Only those who have the patience to do things perfectly will acquire the skill to do difficult things.
    - Johann Christoph Von Schiller

The Reality: Often we want different results than we are currently producing from our leadership or management efforts, but we either do not know what specifically to change, or we do not want to invest the time, effort or capital.

The Problem: New and better results can only follow performance improvement, and performance improvement can only follow changes in thought, speech and behavior - often we do not know which thoughts, words or actions need to be changed - and we consider change painful and procrastinate.

The Solution: Be proactive and get help if necessary - often we need help understanding what portions of our thinking, speech and actions are counter-productive and what to use instead. Change is sometimes difficult, but nearly always worth the investment.

 

In training salespeople and managers, I use a simple model for performance change which goes as follows:

Denial - I do not have a problem.

Resistance - Ok, there is a problem and it might be mine, but I can't do anything about it or do not want to do anything about it.

Exploration - Ok, so it is my problem, and I want to get rid of it. What are my options for getting rid of this problem if I could do something about it?

Commitment - Ok, this is what I will do to fix my problem!

 

Denial does not necessarily indicate a stubbornness to the truth, perhaps we are just unaware of anything inappropriate.

Resistance is the refusal to take ownership of the problem or own up to the fact that we have the capacity to do anything about it.

Once we "own" a problem and believe we can do something about it, significant change may begin by using KASH. As we engage in solving a problem - we will naturally weigh the time, effort and capital required for the solution against the benefit we will enjoy as a result of fixing our problem.

When we believe we will be better off investing your time, effort and capital than continue living with our problem, we are in position to commit ourself to the change.

A clear awareness of reality and the desired outcome are helpful at every phase of this process.

This is the reality of salespeople and managers - often the people we are working to help and lead just do not see that they have problems.

I help you to raise your awareness of the reality of your situation in a genuinely nurturing way. I help you take ownership of your problems, take ownership of your responsibility and capacity to change your results, explore the possible solutions and execute your chosen solution.