Tag Archives: attitude

First Impressions

113You’ve probably heard the old saying “you can’t make a second first impression.”

It’s true.

In sales, in those first few seconds when you meet a new client, you are either going to continue forward progress or it will be full-stop.

Same goes for job interviews or first dates. This is what makes making a good first impression so stressful.

Attitude

Good first impressions start with projecting a positive image. Projecting a positive image comes from your attitude.

I won’t go all Norman Vincent Peale on you, but your attitude is formed by what you do every waking moment. You can’t just turn it on when you need to. That will project a faux image easily discerned by any human being that can fog a mirror.

Derry’s Dad

In my broadcast sales class on talent assessments, guest lecturer and professional sales trainer Chris Derry, shared with my students that his dad was a stickler for having a positive attitude by what you wore on your face.

Come down to breakfast without a smile and you were immediately sent back upstairs. His dad didn’t care if you were late for school, you were not going to start the day at breakfast with a frowny face or a grumpy attitude. Chris said his sister went back up stairs many a day, but he quickly learned how to play the game.

But it wasn’t a game. It was building a positive character trait that would lead to a life of success in every endeavor that Derry would take on. He quickly learned even on days when he didn’t feel like smiling that forcing a smile for breakfast with his dad very quickly had him feeling more exuberant.

Fake It Till You Make It

Zig Zigler tells the story of faking a smile on his face and voice when he wasn’t exactly feeling it. He said that by faking it, it quickly became genuine and his mood would reflect his face.

Therapists will tell you that logic cannot change an emotion but action will. That by doing something that gives you a feeling of accomplishment, you will enrich your spirit and improve your attitude.

HD Radio’s 1st Impression

HD Radio is 15 years old. It answered a question no listener was asking (and still isn’t).

But why was HD Radio such a bust?

First, it was introduced with very low power that made reception of HD Radio nearly impossible in the home, office or car.

It tried to fix the poor quality of AM radio and improve the quality of FM radio. It would destroy AM radio with increasing co-channel noise interference and really make a mess of the band’s sky wave at night. With FM its improvement was almost unnoticeable to the average listener.

Worse, the promotion of HD Radio on FM radio stations often drew the comment to a listener with an FM not an HD Radio set that the sound of the station did sound better in HD. The listener didn’t understand from the radio ads they needed to buy a new radio set to pick up the HD Radio signal and so they didn’t. And even if they did figure out they needed an HD Radio set, trying to find one to buy at Walmart, Target or even Radio Shack was an exercise in futility.

Media Life magazine reported that media buyers say things like “HD Radio doesn’t feel like a thing” or “there’s almost zero consumer interest” or “it’s the least-promising technology of the new ones introduced in radio in recent years” or “most people won’t be able to hear the difference between HD Radio and regular radio and that’s a problem.”

First Impressions are a Bitch

There are 19,778 FM radio signals on the air as of the end of 2016 according to the FCC. Of those, around 2,000 of them are broadcasting in HD, about ten percent.

The number one reason those 2,000 FM radio stations are broadcasting in HD is to feed an FM translator that is not broadcasting in HD.

Media Life magazine compared how New Coke was introduced after the Pepsi Challenge was promoting it was beating Coca Cola in taste tests. I remember those days well. I was in radio sales and the local Pepsi bottler was my account. (I was a Coke drinker.)

I took that Pepsi Challenge one time with the owner of the Pepsi bottling plant and yes, I said I liked the taste of Pepsi better. He beamed.

I could tell the super sugary taste of Pepsi easily and I preferred the less sugary, belching kick of Coke. But I wasn’t about to pick the wrong one. I was in sales after all. I knew which side my bread was buttered.

Coca Cola totally bummed out about the Pepsi Challenge introduced a high sugary version of its drink and called it New Coke. It was a disaster. In months Coke brought back the original formula as Coke Classic. Today all remnants of New Coke are gone.

The lesson Media Life tells us is that “you can introduce something new and improved, but you can’t make the public want it.

Which brings me back to HD Radio.

Classic Radio

Maybe it’s time to bring back the elements that make great radio, great.

A product that is focused on a defined listener 100% of the time.

A product that is curated from music to jingles to personalities to commercials.

Nothing is put on the air that is out-of-place.

I think FM radio sounds great sonically.

Listeners do too! It’s why radio still reaches over 93% of Americans every week. It’s the #1 reach and frequency medium in America. It beats everything else. Period.

FM radio doesn’t need to make a first impression. It already is embraced by its listeners.

Bring back the classic formula that made radio great and cement radio’s future with the next generations.

Being Human Never Changes with Technology

No matter how much the technology changes, the reason one human being is attracted to another human being will never change.

Radio has their ear.

What will you say to them?

 

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How to Win in the Game of Life

Me in Las Vegas April 2014Wisdom is wonderful thing. Unfortunately, most of us don’t acquire wisdom until we’ve put a few years on the calendar. Let me share some of the wisdom I’ve acquired, much of it from the school of hard knocks. I think I’ve earned my Ph.D. at that school.

Don’t Confuse Education with Intelligence

A colleague of mine, Kelley Coppinger a professional-in-residence in our university’s AD/PR department said that. I knew it was golden as soon as she uttered those words.

Two Kinds of Intelligence

There are two kinds of intelligence: how smart you are or IQ (Intelligence Quotient) and how emotionally tuned in you are to people or EQ (Emotional Intelligence).

Most colleges focus all of their energies on IQ but more forward institutions of higher education are recognizing the latter, for it is the one that matters most in the game of life.

Have a Plan

Everything is won or lost in the preparation stage. What’s your plan? You have to have one. You have to believe in it. You have to write it down and you have to follow it religiously.

Without a plan, you’re like a person driving a car without a destination. Any road will take you there.

If you don’t have a plan, then others will plan your life for you.

The Fundamentals

As a hiring manager, I hired for attitude and then looked to be sure the person was also trainable.

You have to acquire the basic skills and knowledge of your trade in order to effectively and efficiently complete the tasks that will lead to successful fulfillment of your plan.

It’s easier to win at the game of life when you already know what you need to do.

Goals

Zig Ziglar always used to say “You’ve got to have goals.” Goals keep you focused.

Focus on the now. Focus on the moment you’re living in, don’t worry about the past or the future. Worry about present moment.

Write your goals down and put them where you will constantly see them. They are your action steps, with target dates of completion.

“A goal is a dream with a deadline” wrote Napoleon Hill in his book “Laws of Success.”

Attitude

Everything starts with having the proper attitude. Attitude is a choice. Choose wisely.

Life is not a straight line. Everyone’s path is guaranteed to be filled with twists, turns and pot holes.

Life is a game of adjustments.

When something unexpected occurs, make adjustments to stay on goal.

Success in life is not about what happens to you, but how you deal with what happens to you.

Show Others Why They Should Care

When you engage the people around you, when you involve them in the goal, they change. When the people around you change, they change the people around them. Roadblocks get torn down, problems get solved, good things happen.

I have a picture in my office at the university that I’ve hung in every office of every media organization I’ve managed. The picture has the caption that says if you ain’t the lead dog, the scenery never changes.

Winning is a Goal

Soldiers on the battlefield fight to win. Players on a sports team play to win. Programmers of radio stations play to win. Sales people play to win.

Make it your goal to win in everything you decide to do.

Win Together

Winning is a team sport. Make sure everyone is committed to each other’s success if you’re in management. Make sure everyone is focused on the same goals by having them written down.

Make sure you have buy-in on the goals.

Clearly define the goals, confirm everyone is in agreement and on the same page. Then have everyone commit.

Celebrate Your Success

As you travel toward each of your goals, be sure to celebrate every success along the way. Don’t be afraid to take chances. Make your journey joyful. Make others joyful too. Share the love.

Be dependable. Be consistent. Don’t get distracted. Stay on your plan. Have FUN.

Be Coachable

Even the best in any profession know that having a coach is important. Encourage feedback on your work from those you look up to. Recruit a mentor or two or three to be part of your personal improvement team. Offer to mentor others. We learn so much when we help another person in the game of life.

It’s Often Who You Know

I don’t care what line of work you’re in, life is a relationship business. Successful people quickly learn the importance of building relationships and support networks.

The best time to build a new relationship is when there is nothing more on the table than making a new friend, learning about another person’s goals and life experiences, and enjoying the present moment of their company.

Life is Reciprocal

If you do your very best at everything you tackle and if you care about other people, life will return to you all of the same.

The Bible says as you sow, so shall you reap.

Newton’s 3rd Law says for every action there is an equal and opposite reaction.

And Zig Ziglar says:

“You can get anything in life you want,

if you just help enough other people get what they want.”

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Your Most Important Sale

71What is selling?

Simply stated it’s the transference of confidence.

Selling is 90% attitude and 10% aptitude.

Self-confidence is having a ‘can do’ attitude.

What Successful Business School Grads Have in Common

Stanford’s Graduate School of Business conducted a study that looked at their most successful graduates over a twenty-year period of time to try and learn what the school did that provided their grads with skills to be successful.

The study boiled it all down to two things:

  • All their most successful grads were in the bottom-half of their class and
  • All of them were popular

Emotional Intelligence (EQ)                   

Schools put a heavy emphasis on grades, standardized tests and trying to measure a person’s IQ (Intelligence Quotient). The irony is that being smart won’t make you successful. Relationship skills are more important in the game of life.

The ability to collaborate will be important in our 21st Century world. Collaboration requires a high EQ.

How’s Your ‘tude?

Another element in success is optimism, your attitude and it’s completely in your control.

“No one can make you feel inferior without your consent.”

–Eleanor Roosevelt

Self-Esteem

Part and parcel with being self-confident is having a belief in yourself; feeling a sense of pride in your gut.

Great salespeople have developed a golden gut.

Ziglarism

One of my favorite concepts comes from Zig Ziglar.

“You are who you are, you are what you are,

by what has gone into your mind.

You can change who you are, you can change what you are,

by changing what goes into your mind.”

Just as important as what kind of food you put into your body, what you feed your mind will also have a huge impact on how your think.

You have to have conviction. You will bring to life that which you believe.

Develop a winning attitude and you will become a winner.

Winners find a way to win. Losers find excuses.

Your Attitude Determines Your Altitude

Your future is in your hands. Believe you are in control of your destiny.

Everything in your life you cause to happen first appeared in your mind.

Your thoughts shape your future.

So the most important sale you need to make to change your life is to yourself.

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Radio Would Be a Great Business… If It Weren’t For the Employees

21I’m sure the title of this week’s post caught your attention. If you’ve ever been a manager, quite possibly this thought has crossed your mind on more than one occasion. Unfortunately, technology has provided many a radio company the opportunity to give this concept a whirl.

The reality is radio is a people business. Take away the people and do you really have radio anymore?

My best sales people were a pain in the derriere. My best air talents were likewise. And I mean that in the nicest possible way. The fact of the matter is, great talents are always a handful to manage, but they are the engine that creates great radio.

Managing great talent is the art of keeping them from killing one another. Managing great talent is respecting that they are outstanding at what they do and at the same time looking them in the eye and under no uncertain terms letting them know that their talent doesn’t transcend to every other aspect of their life.

Very talented people often think that because they are outstanding in one area, they are in all areas and this is often what leads to their downfall.

Managing great talent is like keeping a nuclear reactor under control. You need to know when to push the control rods in to calm things down and when to pull them out to create a powerful, positive reaction.

Managing great talent will exhaust you. Managing great talent will frustrate you. Managing great talent will challenge you. Managing great talent will be the greatest experience of your life.

I’ve had the honor of running some great radio stations over my radio career and I’ve been fortunate to have worked with some incredibly talented people in every area of radio station operations. I credit my success to them and doing my best to clear the field of obstacles that might prevent them from performing at their highest personal best.

Since I started teaching, I’m finding a similar scenario with students. Great students will get every piece of knowledge they can out of you. They are self-motivated to excel. And yes, they too, can be a handful. But the greatest reward a teacher can experience is having students who want to learn and then apply what they’ve learned to grow and excel at whatever they put their mind too.

Warren Buffett’s “3 Qualities to Look for in Hiring:”

Integrity, Intelligence & Energy.

If you don’t have the first one, the other two will kill you.

To sum it all up, the most important thing any business or school can do is pay attention to how it recruits the people it will work with. You can’t teach attitude. You hire attitude. Everything else can be taught.

Radio is a great business if you will do these three things: 1) focus on hiring great employees, 2) make sure everyone is focused on the same goal and 3) let your people know you really care about them.

Just remember, like a high performance automobile will command a lot of attention, the finest race horses will command a lot of attention, so will high performance talent. Anything that performs at the highest levels of its field will command a lot of attention.

If you like winning, then everything it takes to get there will be worth it.

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