Notes from Leadership Seminar

Well, I am packing up and I've got quite a few papers I want to throw away -- but a few things that I would like to remember.... so I'll be transcribing a few things into here.

Below are some notes I took at a leadership seminer put on by Zig Ziglar and others in the Fall of 2007.

Spearker: Peter Lowe

• Using words alone, he improved our performance. To change your future, change the words you use
• Believe what you say has happened
• To practice, envision where you want to be -- Simulate it! (pratice before you go out and do)
• Had a lady break a board with her hand -- lesson was that it is easiest to break a board in the center (don't pussy foot around the edges)
• If you think you can't breakt the board, simulate it
• "All things are possible to those who believe" (.... Walt Disney? :) )
• Waht you believe is more important tahn how much. A winning belief system is knowing you've won even when down @ half time (some sort of football analogy (Canadian Football no-less))
• See the whole background, not just what you're focused on.
• "Quickest way to change your life is to change your relationship w/ God" (... he was preachy, but I think there is logic in this)

Speaker: Rudy Giuliani

Leaders are Made

1. you have to know what you believe in
   Leadership about ideas. You have to have them! Knowing public opinions and following it is not leadership!
2. To be a leader, you have to be an optomist
   Got to be thinking success in order to obtain it (on a side note, congrats to the Pittsburgh Penguins! wininning two nights ago)
3. Courageous People can manage Fear.
   They also reduce risk
   Eon't let intimidators break your spirit
4. Relentless Preperation -- Practice & Rehearse
   If you prepare for everything you can think of, in that prepration you'll take care of what you can't (said in reference to 9/11 and how nobody saw that coming, but handled it pretty well)
5. Teamwork -- you can't accomplish on just your own. E.o. accountable... even you.
6. You have to love people. More important to be there for people when they are more wrong thatn right.

Speaker: Tom Hopkins

• Need ot change your attitude toware the word "no" (it's now so bad to hear it)
• Think of failure as a learning experience or change to change
  * develop humor
  * practice
  * gam to play to win
• when someone quits, they eventually become a negative person -- want to be a positive comittied achiever!
• -- In sales, ask questions requiring a "yes" (isn't it?, don't you agree?, doesn't it?)
• Alternate force -- 2 options for agreement
• Procupine response tactic
• You're not judged by how often you fail, but how often you succeed (& they are directly proportional)

Speaker: Dr. Robert Schuller (some minister)

• When you have an unsolvable problem, you just need to talk to more people
• 5 ways to turn good inda into a Dynamie Achievement
  1 - Nesting
  2 - Testing
  3 - Investing
  4 - Arresting
  5 - Resting
  ..................... yeah, I have no idea what this is talking about
• ......... I'm done with this guy... my notes aren't making sense.

Speaker: John Stockton

He and Rudy were my 2 favorite speakers at this. He was pretty funny

• Competition is a school
  you learn from everybody
  you learn what not to do
• Let kids take their bumps... don't protect the whole way
• Outcome is secondary to the effort to change that outcome
• Put whole heart & sould into everything you do and you will be a success
• Talks about how success takes a whole lot of repetition
• To be a good teammate:
  Enjoy your teammates' success
  Be on the same page as teammates
  Know the rules
• It's amazing whatt you can accomplish if you don't care who gets the credit
• Be energetic, don't be a drag

Citing MLA -- (we still do this dridgery in an MBA?)

When it comes to citing sources in the research papers I write, my favorite resource showing appropriate methods for MLA style is here.

I'm just noticing it is dropping in the search-rankings so I wanted to give it a boost. I have been using it throughout my MBA and it has been very useful.

Catapulted by Dr. Dave Jennings (review)

Last Year, all first year MBA Students at BYU had to take a communications course from Dr. Dave Jennings. This year, he quit to promote his new book: Catapulted.

So I ordered the book and then Amazon posted to my account that they delivered it to me... only I never got it. I called Amazon to inform them I didn't receive "Catapulted" and they sent it again. I still didn't get it, but a few hours after they said it was delivered the guy that is now in my apartment at Wymount showed up on my door step delivering me both boxes. So, I hope this one extra book helps Dr. Jennings out :)

And now for a review
The book was pretty good. It is told in the form of an alegory -- I'll admit I don't like leadership books like this because the stories aren't real and I feel there is too much "theory" in it all. The only book I've ever liked in this form has been "The Greatest Salesman in the World"

That said I did like a lot of the advice in the book. It talks a lot of leadership and finding where you want to lead someone. It also puts a very necessary focus on people and relationships.

I don't want to give away the "meat and potatoes." I've heard similar things from Zig Ziglar, but "Catapulted" gives the reminder that we can't just follow money and we can't just chase promotions, we really need to focus on accomplishing the goals our values would let us have, and we need to lift others not climb over them as we do.

Short review I know. But he book is not expensive and its a quick read. I really suggest reading it and noting down the advice. There are conversations between the protagonist and a few supporting roles. Again-- very fictional, but you do pick up on some good insight from Jennings. Doing it over again, I would definitely buy the book.

My one complaint about the book is that Dr. Jennings did not focus on his "pit of despair" or "pit of opportunity" that he would talk about in class (and which I assume were his own invention). He hints at similar principles to what he taught us in class (about overcoming challenges.) These were my favorite lessons in his class and I think he'd be well served to write another book on these subjects--and to do it using more anlaytics and logic instead of one general allegory.

It's back.... Minto!

Went to a meeting yesterday where an IT consultant was telling us how to better integrate our systems. I was there because of my responsibilities for making sure e-commerce is awesome.

So we get in this meeting and the consultant goes: blah blah blah. For each "blah" he was supposed to say, it seems he said forty-extra "blah's." In mathematics, that's a blah-speach to the 40th power. So what should have been 5 minutes was quite a bit longer.

I spoke with an executive after the meeting and he said the guy should have displayed 1 chart slide and said the systems aren't integrated and too many manual processes are used to link them.

Then put up a second slide saying that phase one is just to get csv files to link them-- creating X manual processes per day instead of per order. 3rd slide: Phase 3 eliminates those manual processes etc...

Ok fellow BYU MBA'ers, do you know what this guy was describing nearly to a "t"? Minto. Start with a story: "Data Entry is going on and it sucks"

"Here's why it sucks"

"Here's the band-aid fix"

"Here's the long-term fix"

5 minutes and 4 million less "blah's" later, everyone is able to make their carpools and read over the full version of the report if they need to.

Glad I wasn't the guy presenting. When it comes time for me to, I will remember this lesson.
----------------------
I'm not trying to be rude to the guy here, but just make a point. He was actually well prepared, but most the people at the meeting wanted to donate precious few minutes and his strategy was to explain his findings in great detail. If they had more concerns they could get them addressed (hence be prepared), but I think the biggest concern was "let me know the problem is beiing taken care of and I won't get in your way."

Make sure you're prepared to answer questions but people in most businesses are busy; communicate necessities and then hand over your report.

Listening Notes -- #4 --> Last Ones!

Chapter #6 -- What we great listeners know as "Advanced Principles for total Listening" (I ad-libbed this a little)(trust me if you ever read this book, you'll need to do something to make sure you haven't died of the same insight over & over)
H Have a hearing checkup (I think this is the stupidest thing in this book, but apparently it is a problem and checkups are good.)
E Evaluate the Evidence
A Anticipate Key Points or Ideas
R Review Mentally

Evaluate the Evidence: Ask self questions like:

• Am I getting definite example or generalities?
• fact or opinion?
• What the speakers point? What trying to prove?
  
  
  
• Listen for what the facts add up to (not just the facts)
• Also feedback and clarification is good to make sure you're getting the right message.
• Also some people are liars, so ask for sources afterward. This is a good way to evaluate.
  

Anticipate Key Points

• Try to figure out where speaker is going (you can do this cuz you think way faster then he/she speaks)
• This also helps you focus way better on the message
• Can make things a lot less boring.
• Best way to take notes is just write down what's unknown to you. or a diff perspective.

Review Mentally

• Mentally summarize what you hear.
• What point is the speaker making? What are the key ideas? (do these steps repeat themselves?
• Basically: identifying, organizing & recalling the key ideas.
• Try to listen emphatically -- put self in others shoes.

Chapter #7 -- Listening between the lines
One body position could mean many things. You usually want 2 or 3 clustered visual cues before interpreting body language.


Chapter #8 -- Goals for Understanding

• Do I listen to understand rather than spend the time preparing my next remakr?
• before agreeing or disagreeing do I check to make sure I do understand what others mean?
• do I try to summarize points of agreement or disagreement?
• do try to ask questions that result in a more informative answer than yes/no?
• try to eoncourage others to participate inthe discussion?
• guard against assuming I know others eaning or feelings?
• aware of others feelings when he/she expresses closeness/affecectoin?
• when others feelings hurt respond with sensitivity?

the less the formal system of socialness is satisying to employees they are drawn to informal social channels and much less loyal to the organizzation.


Chapter #9 - Applying total listening techniques
For interviewing candidates, ask questions first before rambling on about selling them on joining the company. Make sure they fit.
for performance appraisal, remember people crave feedback and appreciation

type-A behaviors are more prone to heart-attaches. Here are some patterns (and as this MBA gets more stressful here at BYU, I know I'm falling into some of these)

• always rushing & not listening
• talking business while eating
• talk too much and not listen to others (repeat)
• being impatient w/others.
• losing temper
• showing hostility and always fighting.
• hurrying others in their speaking
• constantly interrupting

Well I've got to right the report with my study group now( they were smart and chose other books). I don't anticipate typing too much more out of this book.

Listening Notes -- #3

The book continues. Some of the suggestions are good, but this guy isn't a very good teacher.

• Listening requires Energy, Concentration & Thinking (its hardwork)
• Big secret to listening: Ask open ended questions that need detailed answers
• Best way to understand people is to listen to them.

Chapter #3
Listening Pays

• sales people who listen are more successful
• listening to (getting to know) children is vital to good parenting.
• trick to listening to presenters: Write it Down
• Questioning, Taking Notes & Writing a report can help you remember 70% more from an oral presentation
• So always be prepared to write something down (pen & paper by phone etc...)
• good listners ask self questions like: what is the pattern or speaker's organization? Where is he going with this topic?
  
• also outline what you're hearing. Diff ways to do this: chronological, analytical, order of importance, compare/contrast, problem/solution, numberical, alphabetical, & spatial.

Ch #4 - (63) Bad listening habits to avoid

• daydreaming
• facts-only listening - get speakers overall message not just minor tidbits
• Poor Posture - make you not look engaged
• Tuning out
• emotionalism
• faking attention :)
• Obsessive not taking - you won't get it all, higlight the main points
• Time Wasting - don't waste your listening time. You can listen faster than the speaker can speak so anticipate, evaluate & mentally summarize the speaker's points as you listen.
• even keeping you desk clear can be a good way of elminating distrationc
• do not play (fidget) with pens or other things when listening.

Chapter #5
L Look at the other person. (ie if not in eyes at least in hairline.
A Ask Questions - open ended is best (ask how someone feels people love to explain that)
D Don't Interrupt
D Don't change the subject
E Check your emotions (listen not judge) (also don't do the 1st 'd' and chime in with your emotions)
R Respond- nod, "uh huh", can ask questions to clarify what is said.


Sweet, I just got totally caught up. I think I'll finish the book this weekend. I look forward to being told about 20 more times how psychiatrists get paid so much money just to listen.

Sales man example (asking):
Faker: Sell me something in this room?
Seller: What would you like to buy?
Faker: Oh, I guess this ashtray
Seller: Why would you want to buy that ash tray?
Faker: Its new & shapely. Its colorful and also we're in a building and I don't want it to burn down so I want to accommodate my guests.
Seller: (instantly) How much would you pay for the ashtray?
Faker: Well its not and sturdy and attractive, I guess about 18 - $20.
Seller: I'll go ahead and let you have it for $18.
--- asking questions is a great way to sell.
closed ended questions: Who where & When, Did (I thought of this on my own)
open ended questions: What why & How

• Reasons to ask questions: to get specific info or to learn opinions/feelings.
  

Listening Notes -- #2

• Can you put yourself in the other person's shoes (8) <----- page number

• Main objectives of communicating: 1 - Be deeply understanding of others 2 - be clearly understood 3 - be accepted by others 4 - to get action
• Psychologists say fundamental human need = to be appreciated. Listening is 1 of highest forms of appreciation you can show another person. (10)
  
• Listening is easier when you have a purpose. ie to: be an interested manager, obtain news/facts/other info., form an opinion, discover s.o.'s attitude, obtain feedback, be a friend.

CH-2
Characteristics of poor listerners (do I have some of these?) (yes)

• always interrupts
• jumps to conclusions
• finishes my sentences
• inattentive; wandering eyse
• changes subject
• writes e.t. down.
• not give responses
• impatient
• loses tempor
• fidgets

good listerns:

1. looks at me while I'm speaking
2. questions to clarify what I said
3. shows concerns through ?'s about my feelings
4. repeats me
5. not rush me
6. poised & emotionally controlled
7. reacts responsively (often w/ body language)
8. pays close attention
9. not interrupt me
10. keep on the subject til i've finished my thoughts.

questions to evaluate yourself with:

1. how do I see myself as a listener? be very specific
2. How do others see me?
3. Am I a willing listener? (not really)
4. am I easy to talk to
5. do I draw out opposite views to fully understand others' feelings?

Communicating Book

For the MBA 505 course, we have to read a book that we choose on communication. The library offered my Learning Made Easy. It does not get the best review on Amazon, but I liked what the chapter headings said; as for the rest, only reading will tell if was good. (I'll put a book review on Amazon though if I like it otherwise they've already got it covered)

Anyway, I really do want to gain better listening skills and since this is a library book that I have to return in 3 weeks I thought I would keep a lot of notes on this blog. So that's what's under the "communication" theme.

------------------ The Notes Begin ------------------

• Bad Listening caused by bad habits: listening only for facts, day dreaming, disliking the speaker, private planning, too much emotion, mental detours, debating, tuning out too soon.
• Distractions: laziness, self-consciousness, even something like a toothache.
• Listening is a huge tool for managers, you have to understand so much about your subordinates.
  
• Practically impossible for Leadership is can't listen. (at least if its not by force)
  
• Listening mean trying to see something the way the speaker sees it. Any other thoughts are distractions.