The best leadership book is not one that you can buy. It is your own life, if well documented.
Do you take time to document your life? Do you take time to look at your past year and get clear on where you are, and where you are going?
Last year Covid-19 brought a lockdown to over half of the world’s population. Covid changed our plans, it changed our businesses and it shook up our world. If we are to take something valuable from this year, it is important to take time to reflect on how the experience of Covid impacted you.
2021 is going to start without much change… the vaccines are coming but we will still have 6 months with restrictions on our movement, on our businesses, on our travel plans. I am not going to wish you a “wonderful 2021”. I am going to wish you the energy and clarity to handle the challenges that 2021 throws at you as the best version of yourself. That is my 1st January wish for you.
How to Reflect on the Last Year
In this post I will share a set of questions to structure a reflection on the past year, that might help clarify how to make changes in how you approach the coming year.
Here is a 3 page pdf worksheet that will guide you through a reflection process on the past year. I would recommend you print out the pages and carry them with you for a while.
The best results come when you go through the questions a couple of times over a few days. I often tell EO or YPO forums and Vistage groups that I want to see dog ears on the pages, and different colours of ink… even a coffee stain… showing that you have taken the pages out several times in preparing your end-of-year reflection. The 19 questions will help you think deeply about what contributes to your fulfilment, what detracts and what lessons you can actively take into the coming year.
Writing in a journal
I am asked in classes “what is the most important habit to learn to speak well?” My answer is writing each day in a journal. Capture your life. Capture your dreams, your frustrations, your questions, the people that helped, the people that made things more difficult… capture it all. My biology teacher, Mr Matz, always said “the shortest pencil is longer than the longest memory”.
Warren Rustand taught me to start the day with “10-10-10”. Ken Blanchard taught me to “start the day slowly”. Eric Matz (my biology teacher, when I was 14) taught me to write stuff down in a journal every day. Each tool involves taking time at the beginning of the day to reflect on what is important and get clear on who you want to be.
In our executive development programs at IESE Business School we make specific time in the program each day to reflect. Learning happens when you go through an experience, but is multiplied if you take time to reflect on the experience (and share your reflections with colleagues who share your path).
I’ve written several posts on how to approach writing in a journal:
Life 101: Develop competence. Build the discipline to finish small projects. Solve interesting problems. Help good clients succeed. Do lots of small good things for other people. Share the credit. Take the blame. Share your journey. Associate with good people. Help others realise they are capable of more than they think. Give them confidence. Lift them up if they fail. Celebrate their courage. Ask them what they learnt. Be present in their lives. Live with purpose and intention.
The days of sending your CV over to HR and waiting for the job offer are dead. No great job offers come through HR.
As Seth Godin says “No one is going to pick you. Pick yourself.”
“My boss won’t let me”
“They won’t give me permission”
“I don’t have a publisher”
“Oprah Winfrey won’t respond to my emails”
Stop “waiting to be chosen” and “Pick yourself”.
If you want to write, write. If you want to make videos, make videos. If you want to be creative, make things with creativity. If you want to run an event, invite 50 people to an event. Don’t wait for permission… because there is nobody left to actually give you permission.
If you ask your boss for permission to do something, this is what they hear: “If this fails, blame goes to you (because you gave me permission); if this succeeds, credit goes to me (because I did it)”. Only an idiot would take this deal. Your boss didn’t get there by being an idiot.
Great problems create great leaders. Take the time to build the foundations before you build the skyscraper. Take responsibility. Become a trusted team member.
If an oyster keeps all the sand out of his shell, he lives a life of comfort. At the end of his life, you find a dead oyster… in an empty shell.
If a grain of sand enters the oyster’s shell, he loses his life of comfort. In order to protect himself from irritation, the oyster will begin covering the sand with layers of nacre. Layer upon layer cover the grain of sand until the pearl is formed.
When an oyster is bothered by a grain of sand, it creates a pearl.
If the oyster lives this uncomfortable period in their life, at the end of his life you find more than a dead oyster… you find a pearl.
Don’t wish for less problems.
Our problems allow us to create our pearls. When we remove challenge from our life, we remove growth from our life.
Take a moment to reflect on this question. I imagined myself in a room full of entrepreneurs, leaders, teachers… and wasn’t sure I could give a completely confident answer.
Now imagine that you have 20 years before you step into that room… What do you want to be able to say in 20 years that you have done the work to truly be a master, to have established a reputation for excellence, to have made a difference? Write that down.
This video responds to the question: “I want to change career, but I am worried about the risks”.
Rather than worry about the possible mistakes you could make in changing, reflect on the story you want to be able to tell about your life when you are 80 years old. Will you regret not having tried?
The great danger in our lives are not the errors of commission, but the errors of omission… the opportunities we never even spotted along the way. Warren Buffett says he worries far more about the investments that he never spotted rather than the investments that he made that didn’t work out.
Managing Your Own Career
It’s up to you to identify your place in the world and know when to change course.
5 Thoughts on Careers from Peter Drucker:
Success is at best an absence of failure
People outlive organisations
People are mobile and will move
We must manage ourselves, and help others manage themselves
“Your ability to communicate with others will account for fully 85% of your success in your business and in your life.”
Imagine being paid well to travel the world and share your message with people that want to hear you speak?
If something in that question resonates, this post might be helpful.
Today, over 50% of my income comes from delivering keynote speeches and workshops to industry conferences and corporate leadership teams. It has taken over 16 years from my earliest free speeches towards a career where I can live from speaking. I have delivered over 2,500 hours of keynotes and workshops to over 50,000 participants.
In terms of quality, my recent 100 hours of speaking are astronomically better than those first 100 hours… but everyone has to begin. How do you begin?
How to get paid to speak…
1. Become an Expert.
Your fees depend more on you being (and perceived) as an expert than on how well you actually speak.
Maybe you can be paid well even if you don’t master anything, but if you are not on the path to mastery… I personally would rather you stayed home. If you are planning on being paid to speak, make a deep and lasting commitment towards true mastery.
There are 3 types of Expert speaker.
The 3 Paths of Expert Mastery:
The Result Expert – Proven ability to get specific results for others eg Toni Nadal, Marshall Goldsmith, Tony Robbins
The Research Expert – Has interviewed performers and has a deep knowledge of tools, strategies and tactics in an area eg Michael Porter, Jim Collins
The Role Model – Has been successful eg Jack Welsh, Barrack Obama, Casey Neistat
A well paid speaker needs to be seen as a thought leader. The classic path is to write and publish a book, but in today’s world there are new paths: build a large youtube, instagram, or blog following. Pick one and start producing thought. I suggest that you use your blog not for sharing expert articles, but sharing your learning journey. When you write expert articles, it is much more valuable to submit them to highly credible sites (depends on your segment, but for me this would be HBR, Forbes, Inc, FT, Big Think).
3 Actions that The Best experts regularly do
Interview other experts looking for patterns and best practice; building your connections and reputation in this important community.
Create arguments based on 4 parts:
What we should Pay attention to
What things Mean
How things work
What might happen
Simplify complex ideas with frameworks
Are you on a path towards being a true expert? Have you chosen whether you are a results expert, a research expert or a role model? Good… now we move to step 2.
Speak Lots and lots…
“If you can’t explain it simply, you don’t understand it well enough.”
This blog is full of material about speaking well so I will not repeat. Some good articles on speaking well:
Learn directly from expert speakers. Rather than paying for a course on public speaking, pay to go and see well paid expert speakers deliver their keynotes. I learn more watching how a great speaker plans, prepares, delivers, follows up than by reading books or courses on speaking. In february I asked Luis Soares Costa to run a retreat for Vistage. I watched how he interviewed me, how he clarified what we needed and what we could do… I travelled with him the day before and watched how he prepared the room and himself for the 2 day retreat. I learnt more watching what he did and how he did it than by asking him for tips.
Here are 5 ideas for those who wish to make speaking a profession:
5 Advanced Tips for turning Pro as a Speaker
Model the Greats. Bill Clinton modeled himself as a speaker on President Kennedy, even down to the gestures and word choice. YouTube and TED have great examples. Personally, I spent years modelling my approach to speaking on the style of Jim Rohn and the delivery of Alan Watts. The idea is not to copy, but to clarify what works and how to make it work for you.
Practice Every Day. Make selfie videos. Every single day. (Here’s my 10 week email course Speaking As a Leader). Join Toastmasters, give speeches to the Chamber of Commerce, Rotary, Lions… Teaching at a university (IESE Business School) and delivering workshops at entrepreneur accelerator programs (for free) were how I got my first 500 hours of speaking experience.
Practice what is hard, not what you find easy. If you are naturally charismatic and go with the flow… practice deep structure; if you are analytical and structured, practice improv. In Aikido they believe that your early strength will become a weakness if you are not disciplined. I personally still work hard on structure and ensuring a consistent delivery of my content to all audiences.
Deliver Emotion. Emotions are power. Nobody will ask you back because you were the most analytical and correct speaker, they will ask you back because you made everybody feel strong emotions (and they can see it is predictable… nobody will recommend you if they don’t know 100% that you will deliver the same emotional impact every time). If you struggle to deliver emotional content and create deep connection with an audience, start to work on yourself. If you can deeply connect to emotion and to your own inner struggle, you can then begin to connect to others. It may take psychotherapy, it make take mastermind groups with personal development angles… but you must get deeply connected with your own internal emotional life.
Focus your Speaking Topics. If you speak about anything to any audience, you will destroy your value. It is hard to say no, especially when you haven’t been paid for a few months – but each time you dilute, you die a little. A powerful brand is best defined what what it will not do, than what it will. Apple will never make toothbrushes… and if they do, sell the stock immediately.
Build your Reputation
…with the people that matter.
Be very careful who you take feedback and praise from. Only other speakers and people who pay for speakers count. Do not rely on friends, toastmaster club mates, family. They will tell you what you want to hear, not what you need to hear.
The best speaker referrals are other great expert speakers. When a conference has success with a speaker, they will ask that speaker to come back. They will also ask that speaker for recommendations. When another speaker gives your name as a referral, this is the most powerful marketing. I get more opportunities from other professional speakers than from any other source. Build a good reputation with this group.
Testimonials and Articles on high Credibility sites
A blog is interesting, but it is not a path to expert credibility. Articles on Forbes, HBR, Inc are more valuable than articles posted on your own blog.
Testimonials from conference organisers, other professional speakers and people who have paid you are the most valuable resource for credibility.
Put some of your speaking on YouTube. It is such a powerful tool to share your message, and in a format that people can see your quality.
Long Term: Become “The” Expert
It is not enough to be an expert, you must become known as the expert. Some people become “The” expert – their name is so closely linked to a category that an event is not “The” event if they are not speaking. Jim Collins has built that level of personal brand in the business leadership category. Marshall Goldsmith in the business coaching category, Tony Robbins in the personal development category. They can multiply their fees by 100 because their name alone sells half the tickets.
My good friend Raul Aguirre’s TEDx talk (The Hidden Secret of Success) is about how to create a unique category for yourself. It is hard to be the best business school professor in the world, but I can combine 3 categories: Great business school professor (IESE) who also has a massive following on YouTube and also is the expert on the role and challenges facing CEOs (Vistage). When I put IESE + YouTube + Vistage together, nobody else can compete.
3. Become a Wealthy Expert
There are many experts sitting in bars sharing their wisdom for free with people who don’t want to hear. It is not enough to be an expert, and it is not enough to be known as an expert – you must become a professional. Professionals know the value of their time.
It took me several years to be comfortable with the following actions, but you must if you are to have the resources to be able to really make an impact with your message.
Four Actions of Wealthy Experts
There are 4 things that can differentiate the wealthy expert speaker from the non-wealthy expert speaker:
Package your knowledge: Write, speak, record – put knowledge into a form that people are willing to purchase
Campaign vs Promote your knowledge – each interaction leads to a further interaction. Build a community around your expertise.
Charge expert fees – charge more than you are comfortable with. Run your speaking practice as a business. You have value and are the expert. You are not selling 60 minutes, you are selling your lifetime of experience. Your service improves people’s lives. Price yourself accordingly. Most expert speakers build a structure to their offering around multiple price points:
free – blogging, writing, webinars
€100 – public speech or open event
€1000 – 1 day workshop
€3000 – 3-7 day workshop
€10,000 – 1-1 coaching or mastermind group
€100,000 – something high end to make the rest seem more reasonable…
Distinction – Keep studying the competition and keep innovating, get real feedback from the important people (the person who pays and from other speakers… not from your friends or people who didn’t pay you)
Excellence – Be better every day
Service – Be helpful and responsive
These 4 actions were inspired by a video from Brandon Burchard. Brandon advises others on how to become well-paid experts.
Are you a Speaker
Are you a paid speaker? What other tips would you give to someone thinking about this path? I plan to update this resource a few times with more materials and tips over the coming months.
Waldemar Schmidt, past-CEO of ISS, a 250,000 employee global facilities services business.
Currently on the Boards of 28 companies, London Business School Advisory Board, Professor at Copenhagen Business School, Executive in Residence at IMD.
Author of 4 books including “The Job of the CEO“. Note: all book Royalties are donated to the Waldemar Schmidt Scholarship for (Brazilian) students at the international MBA Programme at Copenhagen Business School.
Highlights from the Interview
1:49 What is the Job of the CEO?
3:18 Know Products, Numbers, Customers
4:30 Management and Leadership
5:35 Taking Good Decisions
12:40 The Calendar of the CEO
15:07 What do you do after being a CEO?
16:45 Why did Waldemar step back from the CEO role?
18:10 Advice to a 55 year old ex-CEO
19:55 Networking as a CEO
21:18 How to Build Relationships with top Head Hunters
23:20 130 dilemmas that CEOs will face in life and business
23:50 The worst enemy of great leadership: Arrogance
You’re doing everything right at work, taking all the right advice, but you’re just not moving up. Why?
Susan Colantuono shares a simple, surprising piece of advice you might not have heard before quite so plainly. This talk, while aimed at an audience of women, has universal takeaways — for men and women, new graduates and mid-career workers.
Business, Strategic and Financial Acumen
Susan’s argument is that mentorship and organisation-wide leadership development have a tendency to focus on the personal effectiveness and organisation leadership aspects, but do not work with women to take full charge of their Business, Strategic and Financial acumen.
What are Business, Strategic and Financial Acumen?
Business Acumen: Understand your business, where it is going, what role you and you work play in it. Do you do your job well, or do you contribute to the success of the organisation?
Strategic Acumen: Look outside the organisation and see opportunities and risks. Do you take time to see the big picture within which your company operates? How are demographics and major political changes going to impact your organisation? Are you part of industry associations?
Financial Acumen: Aware of the finances of the organisation and flagging risks and highlighting opportunities to impact the numbers Can you read a balance sheet? Can you rapidly draw up a simple income statement of your division? Do you know the EBITDA, the contribution margin, the CAGR of the different products in your business?
Gary Burnison, the CEO of leading global headhunters Korn Ferry recently shared a tool for understanding the current health of your career, the Career Momentum Index (CMI).
Gary says that, in our careers, we also need to honestly know “Where am I right now?”. For a healthy body, we can check out our heart rate, our body mass index (BMI), cholesterol, blood pressure, etc. For careers, Korn Ferry have the Career Momentum Index (CMI).
Do you have Career Momentum?
Are you engaged in your current job? Do you wake up every morning, ready to go, or do you hit the snooze button–literally and figuratively?
Does your boss recognize your contribution? When was the last time your boss acknowledged what you did? How well did you do on your last performance review–have you even had one in the last 12 months?
Are you considered indispensable? Are you the go-to person for your boss and the team who does whatever it takes it get things done?
When was the last time you were promoted? Two years ago? Five years? Longer?
When was the last time you learned something new in your job? Are you stretched and growing, or is it the “same old, same old” every day?
“An artist never finishes a work, he abandons it.”
I thrive on interaction. This blog gives me a short term feedback as I write. I can hit publish after 15 to 20 minutes and immediately get responses.
I’ve consistently failed to write a book because I am addicted to the short term feedback of blog comments, of emails, of youtube videos… I’ve never been able to commit to the 3 year process of writing without “likes” and comments.
The question for me: is it still important to me to write a book?
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