Category Archives: Professional Development

31 Days of Challenging Questions: Day 2

DAY 2: Who can I thank today?

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Incase you missed it yesterday, or you’re wondering what the heck you’re looking at, I launched a 31 day series in the month of March titled “31 Days of Challenging Questions” – follow the link to get up to speed.  Enjoy and I’ll see you tomorrow!

ACTION ITEM: I don’t think anyone can be accused of being overly thankful.  Take a moment out of your day and thank a person or two who wouldn’t see it coming.  It will make their day better and your gratitude will not be forgotten.

31 Days of Challenging Questions: Day 1

March is a very special month to me.

  1. It’s my birthday month (I’m turning 33 this year)
  2. March Madness NEVER disappoints
  3. It’s a time of rebirth and awakening from winter

While on a flight back from New York about a month ago, I was doing some thinking. I wanted to do something truly BIG on my blog for the month of March. The answer I settled on was 31 days of posts focused on the challenging questions I learned during the last year.

Here’s how it will work:

  • Each day I’ll unveil a new question (including weekends)
  • Each day I’ll share a quick remark on the specific question
  • Each day we’ll take action

DAY 1: Why not me?

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After 31 days of challenging questions and learning more about yourself, it will be terrific to look back at where you were when you started! As my good friend Juan Teran always says, with tremendous enthusiasm (in tribute to his friend Zig Ziglar), “See you at the top!”

ACTION ITEM: Why not you?  Why can’t you start that new opportunity, get that raise, run that marathon?  Take desire and turn it into action.

Look Twice for Blind Spots

ZacKeeney.com Blind Spots

We’ve all been there right?

I’m driving, I’m paying attention (so I think), and I make a move to change lanes. Suddenly, I catch a glimpse of the car I thought I’d checked for, right in my blind spot. I nearly hit them.

My heart races. My mouth gets dry like I just ate 100 crackers. Adrenaline spikes. I immediately check all mirrors and veer back into my lane. Somehow I’m trying to figure out if I apologize with a kind smile or wave to my victim. I didn’t mean it, you were in my blind spot…

  • What if I wasn’t talking about cars?
  • What if the blind spot I’m referencing isn’t a dead zone in our mirrors, but really a personality flaw?

I have a couple blind spots. Everyone does. It’s human nature. I’m going to tell you about mine and how I check my mirrors (when reflecting) to make sure I’m not running anyone over.

My first blind spot is the slippery slope of my confidence level. Not sure where it came from, but I’ve always been a fairly confident person. I wouldn’t fault myself or anyone else for this. I believe a person needs an edge to win, and if I can’t believe in myself, who will right?!?

Welcome blind spot!

In the past, I’ve let my confidence pass the line from being confident and humble to cocky. Let me tell you something quick. No one likes the word cocky or the definition of the person it’s labeling. I have written proof of this.

I have unbelievable friends. Friends so committed to looking after me, they will tell me the truth. The BRUTAL truth.  These are my truths from a time in my life I’m not proud of, but I can’t change. The following thoughts came from a great friend of mine via email nearly seven years ago and it addresses one of my blind spots.

Here’s how the message started:

I must first preface this email by saying this: I care about you a lot, you are one of my best friends, and this is why I feel comfortable enough to say the things that you are about to read below.

My friend goes on to describe behaviors of mine that could easily be labeled as arrogant and careless in regard to other people. You may wonder why I keep such a message? I keep it because the feelings were real and it generates real emotion. Every time I read it I get angry at myself. But I, nor you, can change the past. I am, however, comfortable with knowing I have the opportunity not to be this person ever again based on my daily actions and behaviors. Back to the message.

The letter ends with this powerful statement:

The reason I am telling you all of this: Because I am your friend and I want to continue to have you as my friend. I also care about Beth (my wife) and I believe that she deserves the Zac that you used to be. I also know that you can handle this critique because if you couldn’t, I would not send you this email. I also hope that if I ever need a little check on myself, that you will be one of the first ones to call me out.

Every time I read this I stop for a second…

My immediate response is overwhelming. Thank you! Thank you! If my friend is reading this (and I really hope they are), they will know how things turned out for the better, maybe even the BEST! I think it is safe to say this letter may have reset my life into a better direction. A direction I’m proud to say I’m on today.

But, I’m still not perfect.  I have a second blind spot.

The second blind spot I’m aware of is my tendency to over-focus on achievement. I’m a very driven person. I will laser focus on achieving the next thing, the next win, the next big advance (personally and professionally). As you can imagine, at times, this hyper focus will cause me to lose sight of what really matters. Precious time with family, friends, and simply just enjoying life is what really matters.

Good news, I’m getting better. Much better. The birth of my son added a perspective I thought I was ready for, but greatly under appreciated until it actually happened. I believe I’m much better now at focusing on the essential and leaving the trivial to pass. I’ll always be driven, but now I feel I’m more dangerous because I have the power to pursue and let go equally.

So what’s next? How can you address your blind spots?

If you’re tracking on my analogies, blind spots are there for all of us. We just have to take an extra second to see what’s actually going on around us and be willing to see it for what it really is. In my case, I have a wonderful group of very close friends and a wife who sometimes seems to be more interested in taking care of me than I am. They help me see what is out of focus in my life.

ACTION ITEM: Followers know I write from time to time about reflection. I can’t say enough about how valuable it is in seeing the bigger picture at hand. I challenge you to reflect and write down two of your blind spots. It DOES NOT make you a bad person. On the contrary, I believe it adds much needed awareness to your life.

None of Us is as Dumb as All of Us

It was a Sunday morning 2013.  I was in Orlando, FL for the National Automobile Dealer’s Association conference.  It is customary every year to have a Sunday service during the convention and each year there was an inspirational message delivered to a pretty sizable audience.

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I was in that audience the day Mark Kelly NASA Astronaut and husband to Arizona congresswoman Gabby Giffords delivered his inspirational message.  The speech was incredibly moving and filled with incredible amounts of insight.   Gabby’s perseverance toward recovery alone is an incredible story.  Oddly enough, want to know the one thing I remember from his speech?

“None of Us is as Dumb as All of Us”

Yes, a NASA Astronaut shared this simple quote as an axiom to live by.  Why?  Because in a room of arguably the smartest people on the planet NASA team members could all agree to make a horrible decision.   Here is a little more context of the quote,

“A well-meaning team of people can sometimes make horrible decisions that no single individual would make. Groupthink, and an unwillingness to disagree with the bosses, was too often a problem at NASA… None of us is as dumb as all of us.”

What can we learn from this as leaders of teams and companies?

I had a wonderful client a few years ago in Eastern Pennsylvania.  I’ll leave his name to be anonymous, but I can tell you he was a Georgetown grad and a very sharp business man.  I learned early on about his unique management style and engagement with his team and myself.  I admire him and will never forget what he taught me about leadership.

“Challenge my thinking,” he used to say in our meetings.

“Help me poke holes in my ideas so that we may come to a better solution.”

I loved it.  Notice the careful wording he would use.  Challenge my thinking, instead of, I don’t agree with you.  Help me poke holes in my idea..

I’ve met many leaders.  Very few have the confidence in their teams to openly warrant disagreement and discussion.  Many talk about it as the “right thing to do” but few deliver because their teams are either afraid or leader won’t listen to them either way.  These are not strong team.s

The Difference Between Disagreement and Alignment

Disagreement can be healthy so long as the team remains focused on the goal at hand and nothing gets personal.  It is healthy to disagree.  But don’t just stop at disagreement.  The next step, or bookend to the conversation is alignment.

Michael Hyatt said in a great blog post to disagree but always align.  What terrific advice.  Make your argument, state your case, but there comes to a point where decisions need to be made and teams need to align again when the leader does make a decision.  This will send all team members in a positive direction with one single focus (goal) in mind of achieving.

Never forget, “None of Us, is as Dumb, as All of Us!”

ACTION ITEM: This action item is two-fold based on who you may be as a reader.  If you are a leader, ask for those around you to challenge what you’re doing.  Challenge the “same old same old” way of doing things.  Beg your team to push back but remain solutions focused in your pursuit of getting better.

If you’re the team member, offer up suggestions to your boss.  Deliver them in box wrapped in positive outcomes and solutions to make the team or business better.  If your boss won’t allow it.  Update your resume and run like hell.

What you should know about Essentialism

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Essentialism: The Disciplined Pursuit of Less

More?  Or Less?

More is a thing we’re all in pursuit of, even if we don’t know what “thing” it is.  Just have more of it.  More, more, more! It’s exhausting to pursue more.  It never ends.

Ask someone close to you what they’d like to have more of? You won’t get a short answer.  Think about all the more you could have in your life right now if you could just achieve it.  More:

  • house or houses
  • clothes
  • shoes
  • money, lots more money
  • car(s)
  • furniture
  • jewelry
  • STUFF

If immediately you believe you will be reading about giving away your life savings, living like a hermit, and wearing terrycloth clothing you’re wrong. Essentialism is a framework for choice.

Instead what about considering less? Doesn’t sound very sexy does it?

Okay, I agree and I like things that sound sexy and simple.  So, let me rephrase it the way Greg McKeown did in his book: Essentialism: The Disciplined Pursuit of Less.  Less, but better!

Less, but better!

Welcome to the essentialism lifestyle. The pursuit of “less, but better” in our lives. More focus, on fewer activities, for a return magnitudes higher than the simple pursuit of more for more.  It’s not about living in a 400 square foot apartment and giving away all we’ve ever owned.  Its about discipline in following and achieving our dreams by using the power of choice (elimination) and focus (dreams).

If I could recommend five books to anyone, this book is for sure on the list. I devoured it the first time I read it, so I’m going back for a second course to make sure I didn’t leave too much meat on the bone.

I associate the essentialist set of beliefs with another leader I follow a great deal online Gary Vaynerchuk.   Gary is obsessed in focusing his efforts on the two or three things he’s really great at.  These two or three “world-class” talents can provide him the greatest return (in magnitudes of order) compared to investing his time in the 95% of shit (his words) he sucks at.

Here’s another very strong correlation i found from author and successful blogger Ramit Sethi’s, I Will Teach You To Be Rich blog. The title of his recent post 2015 The Year of More.  After you’re done reading this piece, circle back and digest what Ramit is saying.

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Here are seven of my favorite points I distilled from the book:

  1. Essentialists ask this question every day, multiple times per day.  “Is this the very most important thing I could be doing with my time or resources RIGHT NOW?
  2. “Only once you give yourself permission to STOP trying to do it all, can you make your highest contribution toward what really matters
  3. Evaluate the “trivial many” vs. the “vital few” – in all aspect of our life and finances
  4. From Jack Dorsey (founder of Twitter), “There are a thousand things we could be doing, buy only one or two are important”
  5. Nonessentialists = Yes to all.  Pleasers of anything and everything.
  6. Decision fatigue.  More choices = lower quality of choices.  I found this really interesting as I just read a Fast Company piece titled, “Always Wear The Same Suit”  about decision making and wardrobe choices for President Barack Obama.  He subscribes to this productivity hack.
  7. The invisible art form.  EDIT.   We should always be editing down our schedules, focuses, goals, and lifestyle.  Like a great producer taking a film from five hours to three.  Or a publisher taking a great book and simplifying it from 600 pages to a well distilled 250.  Edit, edit, edit!

I don’t want to ruin it for those who would like to consume all the book has to offer, but I do really suggest you think about how the power of choice and elimination could better impact your life.

ACTION ITEM:  I really want you to read this book.  If you don’t choose to read this book, slow down and read my seven favorite points.  They will substantially impact your life and the way you look at how your invest your time.

The Quality of Your Life = The Quality of Your Questions

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“Judge a man by his questions rather than his answers.” – Voltaire

The inspiration for writing this post is actually a Tony Robbins quote I came across a few times now in my recent readings.  It’s an extremely valuable statement because it shapes the lives we lead every day.   If we don’t change our questions, and direction, we are likely to end up where we are going.

So that we may better understand the two directions available to each of us, lets look at conflicting lifestyles and frame both viewpoints with the questions each asks.

Let me tell you about the “wanters.”

Life happens to these people.  Here is what their questions sound like:

  • Why me?
  • Why can’t I do this?
  • Why does my boss hate me?
  • Why can’t my parents just be wealthy and leave me a big inheritance?
  • How is it I never have enough time?
  • Why does he get a raise, and I never make any more money?
  • What can I do to be more lucky?
  • Why do I have to learn this?
  • How can I provide as little effort as possible and still get paid?

A strong “victim” pattern exists to the style and direction of these questions.  There is little to no control.  Please read through each of these questions again and take a deep breath.  I’ve asked these questions too.  It doesn’t make us bad people, we were just ignorant to what else was out there.

The cure for ignorance is curiosity.

That said, what questions can you ask to get more out of your life, career, or business starting today?  Here are some I’ve learned over the years.  Ask, and a better life awaits you.

  • Why not me?
  • Why not now?
  • What more can I learn?  (What don’t I know, that I should know)
  • How can I provide more value to differentiate myself, my product or my company?
  • What can I learn from his/her success?
  • What does success look like?
  • What more can I do to help?
  • What do I want from life?
  • What can I say “NO” to?

What did you notice?

There is a strong pattern of “ownership” in this question pattern.  I could keep going, but instead I found this wonderful link on Forbes.  35 Questions That Will Change Your Life.   There are categories and I found the “Self Awareness” grouping the most insightful.  I really encourage you to dive into the list when you’re done reading.  There will be a couple “frying pan to the face” moments with at least two questions you read.  That’s what we’re looking for!

I ask three questions to myself and my wife frequently to evaluate who we are,  where we are, and where we’re going.  Life moves fast, and believe it or not people and goals change over the years.  Use these three question to reset your course, or provide better direction along your journey.

Three Powerful Questions For a Lifetime of Fulfillment:

  1. What are my world-class talents? (can’t have more than three) – WHO AM I?
  2. What achievements make me really happy, fulfilled, or satisfied? – WHAT I SHOULD BE DOING?
  3. What do I really want from life? – WHY?

The questions aren’t the hard part.  It’s the brutal honesty required in the answers and actions that sets believers apart from achievers.  Side note, if you really want a ton of money to buy expensive clothes and drive a Ferrari, be honest.  Do NOT lie about who you are or what you want.  It will either slow you down immensely or set you back.  Be honest and own it.

“Change the questions you ask yourself and change the direction of your life” – Tony Robbins

ACTION ITEM:  For me the art of asking the right questions is an acquired skill.  Skills are developed over time.  Personally I feel I’m a few levels away from my black belt in asking the right questions so I continue to practice.  Every day I try and change the angle of a conversation with a  better question.  Think first, then ask and don’t forget to listen.

Live Through the Windshield, Not the Rearview Mirror

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I love talk radio.

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Colin Cowherd – ESPN Radio Host

Specifically, really good, polarizing, entertaining, talk radio.  My favorite radio personalities are those who excel at making an interesting argument.  I was listening to the December 12th podcast from “The Herd“, Colin Cowherd’s national daily radio show, and he was talking about the recent job openings in college football and how the landscape has evolved over the last decade.  Then he said this,

“You have to live your life through the windshield, not the rearview mirror.”

I immediately hit pause on the broadcast and sat back in my chair.  Did I hear what I thought I heard?  I quickly pressed the rewind button and went back into the podcast.  I listened again and it was exactly what I heard.  I scrambled for a pen to make sure I could transcribe the words knowing it would be my next post.

After sitting and reflecting for a while, I realized just how much of an epidemic it is in our country to live life in the rearview mirror.  Do me a favor. Take two minutes and think about the past.  What came up?

  • Bad Decisions
  • Business Failures
  • Regrets
  • Relationship Failures
  • Maybe even BIG Accomplishments (although most thinking is directed at the negative)

“The only thing we know about the future is that it will be different.” ~ Peter Drucker

Why is it that after hundreds of failures, someone can be successful?  On the other hand, why is it that after being so successful, great companies (or football programs) come to a screeching halt?

It’s easy to see great companies (and football programs in Colin’s reference) get hung up on what they accomplished in the last 10, 20, even 50 years.  Sorry Michigan football fans, this is you.  This is also what happened to the American auto industry in the 80’s and 90’s. Their trophy rooms are full of hardware outlining numerous feats and accomplishments.  But, none of them are recent.  They’ve gotten fat and happy, and spent too much time admiring the rearview mirror.

Conversely, how can a life filled with failure, do the exact opposite and produce success?  I believe the person makes a decision to live life through the view of the windshield.  All that matters is what is in front of them, and how can they best apply their passion, knowledge and hustle to achieve their goal.  Sure they’ve failed.  Who hasn’t?  They chose to use failure as a learning experience, and not as a scar for eternal pain and suffering.

My rearview mirror: I have many accomplishments. I’ve made many mistakes. I have regrets.

My windshield: I have an amazing list of opportunities and big goals in front of me.  Watch what happens next!

ACTION ITEM: I’m working every day to live my life through the view of the windshield.  Constantly pushing forward, while learning from what’s in my rearview mirror.

Why SIMPLE is the goal at hand

How busy are you at this very moment?

My hope is you’re taking 2-3 minutes of time to read this because it provides you a great deal of value, but reality tells me there are five or six other things bouncing around in that head of yours begging for your attention.

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I want you to take a moment and think about the busyness of society and how it’s leading to the business of society.  People are more and more dependent on purchasing “done for you” solutions.  Not everyone, but the 80/20 rule tells me 80% of people are looking for simplicity and speed.

Complexity and speed conversely don’t often collide in the same sentence.  Therefore, when you’re attacking a problem or pursuing a business solution, one of the top three goals needs to be simplicity.

Answering these questions will help to determine if you have a simple solution:

  1. Is it really easy to buy?
  2. Is the offering displayed in an extremely simple and visual offering?
  3. Does the buyer understand exactly what they’re getting upon purchasing?
  4. Is the solution “done for me” upon arrival (or as close to completion as possible)? VERY IMPORTANT!

As you’re thinking about simple solutions, I believe it is vitally important to understand real-world scenarios put in front of our faces every day to support this point.  I made the list below in order of monetary investment to give you an idea how easy you can make it for people to spend money.

  • Combination Meals – why only order the sandwich when the fries and the drink are bundled together (also two of the highest margin products) and the decision is easy?  Give me a #1 with cheese please!
  • Dollar Shave Club – it wasn’t that I was NEVER going to buy razors again to shave my face or that I hated locating them in the store(likely Target).  It’s the fact that as long as I’m subscribed, I no longer have to think about it again for only $3 a month.   Monthly subscription sites and offerings are CRUSHING IT right now! (Birch Box, Dollar Shave Club, Truck Club, etc)
  • Uber – Have you used Uber yet?  Let me ask you why?  For me the answers are: it is extremely easy to use, they pick me up anywhere, the cars (and drivers) are clean, and the service is well delivered.  It wasn’t like NYC, or SF or Chicago needed more taxis.
  • Home Construction – Have you built a home lately?  The builders know exactly what they’re doing when the decision to spend hundreds of thousands of dollars on a home requires picking: a floor plan, color options, cabinetry, flooring, from a: Good, Better, Best list.

If you’re looking for a bump in sales or exploring a new product offering.  Please, please consider the simplicity of your offering and solution.  Can anything be made any easier or delivered done for the consumer?  I’ve always been a little of a design junkie, and this is where simple and well thought out design can deliver huge dividends.

Simple Sells.

ACTION ITEM: KEEP IT SIMPLE STUPID (K.I.S.S Method)

 

 

 

Give Give Give Strategy

I’m in the idea business.

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The marketing world revolves around fresh ideas.  Success oftentimes follows the BIG idea or the breakthrough strategy delivering results for the client.  But that’s not all success follows.

I’m also in the business of: sales, sales training, education, mentorship, motivation, knowledge sharing, pastry delivery, ticket broker and anything relating to the next level of success or happiness for my clients.  If I’m truly committed to my clients’ successes, marketing can’t be the ONLY discipline worth sharing.

This is the give, give, give strategy.

Give more feedback, give a motivational video link, give more opportunities for growth, give more resources or knowledge so the client can benefit.   A word of warning to the greedy and self-centered.  This will not make you one penny directly today, but the indirect income I’ve earned over the years from this strategy is enormous.

There are three things every client on the face of the earth thinks before hiring you.  You must receive a resounding YES to all three to win.

  1. Do I like you?
  2. Do I trust you?
  3. Do I believe my money is best spent with you and your team?

One simple “No” response to any of these questions earns you the “We went another direction” email or phone call.  (THIS SUCKS)

Trust and relationships are forged over time and I believe that by giving all you have to offer, all your talents, all your knowledge and abilities, there stands the biggest room for success not only in the business, but in the relationship.  If you find yourself stuck in any client relationship I advise you to give more.  Then give more again.  It can’t go unnoticed or unappreciated.  History taught me great returns are earned from investing (Giving) a large amount upfront.

ACTION ITEM: Who can you give more to today?  If it’s not a client, make it a family member or friend in need.  Don’t give to expect something in return.  Do it because your passion demands it.

The Soundtrack for a Great Career

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This post was spurred buy the recent release of Gatorade’s wonderful tribute ad to Derek Jeter.  If you haven’t seen it, please watch it below.

http://youtu.be/xfgS1lvqX8I

The ad stood out to me immediately because the soundtrack of the execution is one of my favorite songs of all time, “My Way,” and easily my favorite Sinatra song.  More, much more than this, it reminded me of what I like to refer to as, the soundtrack of my career.  I pulled a couple key lines from every verse to truly emphasize the deep impact of this song.

 Verse 1 – Set the Stage

“I’ll state my case, of which I’m certain
I’ve lived a life that’s full”

Verse 2 – Looking Back

“Regrets, I’ve had a few,
But then again, too few to mention”

Verse 3 – Facing Adversity

“But through it all, when there was doubt,
I ate it up and spit it out”

Verse 4 – No Regrets

“I’ve loved, I’ve laughed and cried,
I’ve had my fill, my share of losing”

 Verse 5 – My Way (entire verse)

“For what is a man, what has he got?
If not himself, then he has naught,
To say the things he truly feels and not the words of one who kneels,
The record shows I took the blows and did it my way!”

Here is a link to the complete “My Way” Lyrics

The reason I listen to this song often is to make sure I’m staying true to myself and my own personal soundtrack.  I believe many people spend far too much time living the life others set out for us.  I really don’t care what you do or what your pursuit is, just make sure you don’t lose yourself in the process.

Let this song be a reminder to be respectful, but also true to yourself and what you believe

 

ACTION ITEM: There is a famous quote I’ll share with you as I believe it relates to what Frank is saying to us all.

“If you don’t build your dreams, someone else will hire you to build theirs”