Author Archives: work-admin

Your One Thing & Other Productivity Hacks

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The Importance of Finding That One Thing

This post is somewhat a follow-up to my time management post although with some additional potential varying tactics. They stemmed from my recent reading of the bookThe ONE Thing: The Surprisingly Simple Truth Behind Extraordinary Results by Gary Keller. If you read my post on Time Management, you know I am a proponent of having three “pillars” or three things I’m going to center things like my business focus around. Mr. Keller says that instead of varying your focus like that, your real approach should be focusing on just one thing. He touches on the popular term “multitasking” which, as many of you probably know, is a fallacy. They have proven, time and time again, that no one can do two things at the same time. You may be able to rapidly cycle between two things very quickly but you cannot do two things simultaneously. They have shown this with texting and driving which is obviously a huge issue in today’s world. It is akin to drinking and driving in terms of its effects on the driver’s behavior. I confess to being guilty of this but only do it on road trips when I am on the highway with not enough cars around to justify utilizing cruise control. You would be amazed at the things I have attempted to do while deploying the cruise control option (especially in my younger years) but those things are probably not appropriate for this type of post and frankly, I’m sure I have some authorities still searching for me because of those violations! But I digress…

Writing Down Your Goals:

To me, the first part of the “one thing” is to write down your goals. A former mentor once told me that “something magical happens when you write down your goals.” Studies have been done that have shown a 39.5% increase in goal achievement if your goals are written down. I have definitely found this to be true and some eerie things have happened as a result of this process (in a good way) but the point I would like to stress is that you need to be specific. One example how my lack of specificity hurt me was when I wrote down my goals in 2012 for my year-end sales results. I had two separate quota “buckets” at the time and I wanted to achieve over 120% of each of them as it would have resulted in a large bonus. I wrote down the number 120% and posted it next to my master bedroom bathroom door where I could not help but focus on it as I walked by multiple times a day. My mistake was not to specify two 120%’s on the paper as while I did achieve over 120% of the combined goal, I did not reach it for each bucket and thereby did not earn the large bonus. BRUTAL! I would encourage you to set goals for each area of your life (family, spiritual, work, physical) and post them somewhere visible (the best place for me is on the inside cover of my wallet where I typically look at least once a day as a reminder) and I believe this causes you to subconsciously develop the steps needed to achieve that end destination. But you may say (as I did) “that is not really one thing; that is multiple things” and while that is true, Gary Keller is speaking more of specific focus areas at specific times of day and to viciously guard those time slots. “Protect your time block” is how he terms it and I have always tried to practice this discipline. It is very easy to intend to guard your time but another it is another thing entirely to actually do things to facilitate. A note on your door, going someplace where no one can bother you and getting up extremely early before anyone else is awake are some of the ways you can help insure you are “protecting your dial time” (as a friend of mine in insurance likes to say). If you do not set goals and/or protect this time, you end up emulating a dialogue between the Chesire Cat and Alice in “Alice in Wonderland .”

“Would you tell me, please, which way I ought to go from here” asked Alice.

“That depends a great deal on where you want to get to” said the cat.

“I don’t much care where” said Alice.

“Then it doesn’t much matter which way you go” said the cat.

I have recently surrendered my life to Christ and while this is not intended to be a religious post, I want to provide examples of things I have done to put “the one thing” into practice. Mr. Keller repeats often in his book that the guideline you should utilize when figuring out your one thing is as follows: “What’s the ONE thing I can do in my life that would mean the most to me and the world such by doing it everything else would be easier or unnecessary?”. I have tried to deploy this recently and it has helped create great clarity. A recent example occurred during a recent walk my wife and I were on in the park. We always end up in intense discussions about our children and the paths they wish they were on or what we want to put in place from a structure perspective to help them to reach their full potential. This “tactics” end up varying greatly with each discussion and are always multifaceted. It turns into a long list of initiatives needed that don’t end up being fulfilled. During this last walk, I had one of those incandescent moments where I basically came to the conclusion that instead of trying to take all these steps to provide structure for them, we needed to focus on our religious activities and showing them where we were committed to spending our time and efforts. These are doing things like: reading a bible plan every night with my son, my wife and I praying together every night including request to the Lord to show us the path that will allow them to maximize their potential, taking my son to a Christian group one night a week where I help to mentor boys who don’t have father’s in their lives in a group setting, my daughter going to Sunday night children’s small group, us going to church every Saturday night as a family, etc. Instead of trying to do what our parents did (force us onto a path that THEY believed was best for us), we recognize that they are at the point (12 and 15 respectively) that they need to find their own way in the world. Our focus should be setting an example, insuring they spend time in environments where they can be around good people and be immersed in positive words of faith. Now, instead of stressing out with trying to deploy all these different “programs”, we can just focus on our “one thing” and let the chips fall in the way God intended.

Hopefully, I have not given too much away about the book but highly encourage you taking the time to read it. Gary Keller was a high-powered executive who, like many of us, created laundry lists of things to accomplish and ended up burning himself out. With this change to dramatically narrowing his focus, his life underwent a paradigm shift and he found himself to be far more productive than he ever thought possible. It is highly readable text and I promise you will pull some valuable items out of it. In closing, I would like to reference a scene (that Keller begins with) from the immortal Jack Palance in the move City Slickers. Enjoy and please let me know if you get as much out of this book as I did!


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How to Steps for Building Strong Business Relationships

Creating relationships is a vital part of business, and something that has allowed me to excel in all of the positions I have held. It’s good that I have this skill set as I was hit in the head many times in my 11 years playing football so don’t have too much else to offer (kidding of course)! I’m a big believer in creating what I call “trusted business advisor” relationships. There are many ways to do this but they all involve genuine care and sensitivity to others. This is typically more challenging for men than women as women tend to be more sensitized to other’s feelings and men sometimes have to go out of their comfort zones to accomplish.

Below are some of the specific activities I have employed (or have been employed for me) to help create these types of enhanced relationships:

  • Put my sales process through the prism of “what are the true challenges this customer is facing in their business and how can I help?” as opposed to “how to I gain the information I need in order to complete my proposal template, get it delivered to the customer and make a sale?”
  • Listening closely to my clients about their personal lives and their passions (sort of like how I try to do for my wife around Christmas time to be able to buy thoughtful gifts). For instance, one of my customers was talking about wanting to take his son’s skeet shooting. So, for his birthday, I got him a gift certificate for a local skeet shooting “ranch” that he could enjoy with his boys. As you can imagine, this was GREATLY appreciated.
  • After I had a very successful quarter, out of the blue, I received a box of Omaha steaks from my boss. He didn’t tell me in advance he was going to do that but I knew he was thinking about me and he made an accurate assessment that the big man enjoys grilling out some red meat!
  • I have found Linked In to be an invaluable tool for maintaining relationships with people you rarely get a chance to see in person through messaging (as well as texting). It is always a great practice to record birthdays and reach out to someone on that date or during holidays. This way, if you have a need for something, you don’t seem like you are just using them when you reach out for help (a sure fire way to negatively impact relationships).
  • If you say to someone something like “oh, you would love that book; I’ll let you borrow my copy” or “I have a great recipe for that and I will provide for you”, make sure you fulfill those commitments. I hear those types of things offered all the time but rarely see follow up. I like to send myself an e-mail to remind me (I do this for a lot of things to remember because, as my wife likes to tell me I have the memory of a “dead elephant”- get it? Because a live elephant never forgets!). You will definitely stand out if you do this because 90% of the time those offerings not fulfilled.
  • Make a commitment to call your closer relationships at least every couple months if you have only been texting, e-mailing, or social media’ing (not a word I know) one another. We get so caught up in communicating through these electronic mediums that it can become very impersonal at times. Some people I know will even send a handwritten letter (yes they still exist) to stand out from the herd. I will often call friends and tell them “I was just thinking about you” or “you’ve been in that new job for a couple months and just wanted to see how it was going”. To me, that’s like putting deposit’s in their “emotional bank account” so if you ever need a favor, you have enough credit to make a withdrawal.

These type of relationships have evolved into some very interesting things like job offers, use of vacation cabins for free and invites to significant sporting events. One of my customers taught at a local college and had me come in and teach a couple sessions for him each school quarter. When I was managing channel partners, I was asked several times to help put structure, on an “at risk” employee and determine if they were worth salvaging or not. I would walk into their businesses and new employees just assumed I worked there because of the open access and relationships I had within the company. Imagine how much easier this makes it when your competitor walks in the door or when it comes time to conduct some negotiations? I can tell you from experience that becoming a trusted business advisor can help “grease the skids” and make everything you are trying to accomplish much easier.
So, I would encourage you to be cognizant of these types of approaches during interactions going forward. When you boil it all down, it comes down to the golden rule and what activities could someone employ to make a significant impact for you? It involves actively looking for ways to pleasantly surprise others and fulfilling any commitments that are made. Do what you say and say what you’ll do is always a good mantra to live by. If a big oaf like myself can be successful utilizing these principles, I guarantee anyone can!