The lifeguard question: If I were a lifeguard, and every morning, I put clients the my call “pool”, what would happen to them?

CHRIS! I’ve got focus issues!

ADD?  Not an acronym. It’s what you want to do to your paycheck, right?

That’s a symptom of focus (trust me, I’m with you all the way). You can get better at focusing when you’re clear on what the job of the day is… there are mornings where I ask the lifeguard question of my business,

“if it fell in the bottom of a pool, broke its leg, and got stung by a bee on the way in, what would I fix first?”

Wouldn’t treat the bee sting, the person’s still drowning.

Wouldn’t set the leg, still drowning.

Have to do the one thing that brings the business back onto dry land, and THEN work on the other symptoms.

What are the bee stings you’re treating while your business is drowning? They’re not unimportant, and will NEED TREATING, just not immediately. What are the broken legs? The ones that shake your focus tree?

So here’s a game. Draw a swimming pool around your call list for the morning. Color your call list in BLUE. Anyone you don’t call? Doesn’t make it out for that morning. Imagine the impact of saving 6 people and letting the other 14 “marinade” because you lost focus, or treated bee stings on the six you saved?

And read this each morning, “I’m the lifeguard of my clients, and save all those I choose to put in my pool.”

Video  —  Posted: March 28, 2015 in Uncategorized


Humbled. Honored. Broken. Rebuilt. Empathetic. Human.

All in about 4 minutes, as a client related his last 12 years of struggle, and the BIG WHY behind why he believed he did what he was doing, and where it captivated him in paralysis.  Way out of my league as a professional consultant, never more qualified as a fellow father. Short version, and it still chills me with the soft voice, he crafted, seeking to understand in which  he conveyed the events :

Screen Shot 2015-04-22 at 3.34.25 AM Years ago on a drive back, suffered a tragedy; the event including falling asleep behind the wheel, rolling of a vehicle, injuring everyone, including himself, and the loss of a child. From there, he created a rough life for himself, only to work to where he is now, the drive is peeking through to become valid again, especially with expecting a baby in the near future. Wanting to remember the…

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I can’t for the life of me, think of the name of the boat… wasn’t Sea Alice, it was PHARMA SEA! THAT”S IT!!!

yeah, right. More like this other one, here. Even Kip looks cool next to Napoleon….

that’s the stuff… it’s becoming evident that with boats full of stories and booze they STILL had to pay for their women. And sword point.The one that said “first mate.”  Should have just bought one, I didn’t marry into the family, lacked the charm and culinary skills he did.  Mainly the former though.

THIS BOAT:  Steered by the mighty Cleve, guided by his wife, Joanie, we cast away to the San Juan Islands whenever the offer extended to Montana, and then later Bellingham.

I’m a romantic:  we’d  see these boats limping in– Sailboats on tiny motors that took the grace of nature-driven transportation, engineering, and caveman precision, and threw a 2-stroke Volvo on the back. Like a Cheez Whiz sponsored-wine-tasting.   Think ripped-guy-at-the-gym who skips leg day, and looks like an ostrich race is about to happen.  Or a Christmas Sweater in a prom photo. Or the New York Yankess in Fenway Park– a beautiful setting ruined by a classless oversight that ends up costing a ton, and really doesn’t have any hopes of making Oct….. wait. I digress.

The Mummers’ Day Parade of an approach made you feel ugly, underpass-dirty, watching these royalty of craft drug in with the least amount of effort, most amount of noise, like a Kardashian into a fixed spelling bee. It was like when you’re in the harbor, and it’s time to “let go”… you put on your sweat pants, sandals over business socks, and until the game’s on, you’re just not giving A+, and you don’t care.

The kicker motor is the C+ of Pass/Fail Industrialism.

Read/heard/last week that due to how much information and training there is available, the alternative/dream thief is no longer your competition, it’s the status quo:  not doing a gosh darn thing and still making it.

That kicker motor, the one that’s technically letting you sail through life? May be a Gosh-send in emergencies, and could also be why you don’t know how to sail.               Why you stay close to shore.            Why the rough channels that lead to the good fishing will always be something you heard about and haven’t seen;

 “It’s too dangerous out there, Mate! Stay in close… YOU DON’T WANT TO LOSE THAT FINE HAT OF YOURS!!!??! RIGHT?”

Kickers include:

  •  technology. Not for the good it can do,  for the maze it’s designed to be
  • where you “work” :  being at work, and in the work can make a huuuuge difference.
  • “my phone’s dead”; your feet aren’t though. Get moving.
  •  Your mental prom self-image from 2008, business card photo to match
  • “saving money”; it’s like saving oxygen. or Sea monkeys. (Dead as Dumbledore after three days)

Running on kicker energy, kicker goals, kicker fuel:  It’s lost potential.  Even worse, you’re traveling at a speed where you’re not just getting left behind– you’re keeping up just enough to see the finish line, and life beat you with two oars, some passion, and YES, a big ole spinnaker full of risk.  Or training. Or execution.   #oarsbeattheory

And when you lose through a coast on your kicker, you’ll sell the people on the dock how much you saved.

And much like your hat, they ain’t buyin’ it.     There’s the real kicker.

Interview with pat hiban

Posted: March 12, 2015 in Uncategorized

best part about this guy that I love: he was 1000% positive energy… And how he is in the Pre-interview is how you hear him here.. Was honored to spend this time :) Pat Hiban Interview

“Are you ready to rock? Born to do it :)”

Tweet: The 405 will reveal who you are, as a Driver AND a CEO.  Or are you just beeping to beep? #beepbeep

Don’t forget to celebrate the whole album:) here!

Video  —  Posted: October 16, 2014 in Business Sense, Mindset, Motivation, Sales practice

Dude, where’s the bah?

Talked to my professor from College today ( I call him every now and again, because he’s a good dude, and he’s in my database; also because it’s my dream to give a commencement speech)

He reminded me of this:

There’s an old term called “pullling yourself up by your boot straps” originates from Lumbercamps in New England, specifically Vermont, when the leather boots you were issued weren’t slipping on like they used to because your feet were swollen from work.

If you didn’t get your boots on. though. you didn’t work that day. and you didn’t get paid. So lumberjacks were urged to pull themselves as a whole up by one point of leverage, the strap on the back of the boot (you still see them today), to get what they were owed, even if it was uncomfortable, otherwise, you forfeited what you were owed.” Thought that might be applicable this Friday.


#rockon #shoes

he’s always watching

Soooo, think of your favorite vacation. The one that will change your life. you’ve thought about FOREVER.

Like for ever ever? yep, 4 eva.. Like what you carved in your favorite tree below the life mate you swore to adore until… well, life happens.

I digress…. so to the point.. how much is it? I mean, if it’s important, life changing, surely you’ve priced it out, right?

Wrong. I haven’t. I’ve got dreams, you’ve got ’em. Got goals too… got more goals than Germany scored against Brazil in the first half of World Cup this year and yet, sometimes, the price eludes us.

So how is Chuck E. Cheese beating me at training my kids? Here’s how:

It’s Saturday. and like any good BOLD coach, I’m obsessing over my kids. mainly. the oldest one… wondering what’s going on inside her head besides “When’s Dad going to let me read Twilight?” and “Did they notice I cut my own hair?” (yes. we did. you’re grounded)

Any who. we’re doing the Checkbook exercise from Step 5 in BOLD, where you spend certain amounts of gifted money in 24 hours, day after day. each day it doubles. You MUST spend it all, and can’t duplicate purchases. Only two rules…

Great idea right before Christmas, and yet. what I’m finding is the cost is an electric fence that’s holding her back from writing stuff. She’s got a bit of SC in her (Google DISC profile if you’re lost) and she won’t step over the budget lines.

I think of this girl as the one who has all the costs of items at Chuck E. Cheese or his two older. more beer-clandestine older brothers. Dave & Buster, and how quickly she can discern what she wants and how many tickets it takes.


Value goes up? So does ticket count, and you’ll see the kids pour through the shop, price watching and adjusting before they go back to their ticket-yielding game of choice. Goal setting at it’s most primal,, save for the fact that the folks who own these establishments are WAAAY better at math than the future Vegas-stars they’re raising (no way that huge comb costs 800 tickets, that’s like hard alcohol mark-ups). And still. kids know the prices.

Very little to NO haggling going on here… you’ve got the tickets or you don’t. Yes you can pay money, yet it’s silly, think the kids, just go earn more. Or put something you just don’t need back.

That’s my brain power today as I think about our agents completing this exercise this week… do we know the REAL costs, are we willing to stop haggling and put the shiny stuff back, or do we want to pay the price to ignore the work?

Most times, no. we’re the disappointed kid throwing a tantrum, due to low blood sugar and a lack of realization of how Mr. E Cheese works.

So when your asked how much your dreams cost, and you reply “I don’t know.”, i think it’s important to notice that.

And no, “won’t it be fun to find out” is not a business plan.

We’ve got 90 days to complete our growth plan for 2015, start cost watching…  when you ask about costs, include time, energy. and yep, budget. Haggle or do the work are the other options. One’s how folks hit their goals every time.

I’ll be at the skee ball lane, throwing overhand (he’s not the boss of me.)

Sunday morning… I get up before the Pop Tart and Cartoon wolves howl
At our door ,
Grab the keys, and go watch surfing. Last 6 weeks I’ve been doing this; part therapy,
Part study, part analysis paralysis before I actually attempt surfing again.

And this morning there are two guys with metal detectors, one roaming the beach randomly, the other guy in a grid, back and forth, up and down.

Who do you think is doing better?

The one with the obvious system, right? Working every square inch of the beach?
Organized. Systematic. He’s probably got a trapper keeper in his car.

The other one just roaming. Following the next hot lead. Lightning strike Larry.

Like they say in the oil business.. WEEEELLLLLLLLLLLLLLLLLLLL No.

I couldn’t take it; I’m a coach, I’m curious, amped on poorly made coffee (yours truly) and an intent desire to make conversation with everyone… So I approach Larry.

You can see in his face he’s not impressed: grey hair, hat on backwards, dressed like a guy who should be surfing, yet solely knows the stores where to get the stuff…..he wants me to make this quick so he can get back to treasure huntin’

Then he lays my assumptions out with what I can only describe as the haymaker of maturity: brevity, clarity, and The This Ain’t My First Rodeo look.

Larry: “I combed this beach for five years, just like that guy, up, down,
Grid, took notes. Repeat.
Repeat. Repeat. Great exercise. sh&*% pay off.”

“Driving home one night, parking lot was full, we pulled over, my 8 year old
Son and me, to see a couple parties down there, a few couples,
And where twilight surfers had set their stuff.”

THEN MY SON SAYS THIS: ” you should take a picture with your phone of where people are sitting; dig there tomorrow cuz that’s where they sat all night.”

Go to where the people were/are.
Simple research.
Save energy.
Save time.
Increase payoff.

Review your habits with an 8 year old or your coach.

Larry, your son is a genius.


What if each client, each customer, each contact didn’t revolve around you making a dollar in the next 30 days? Would your conversation change? Would the intent of the next call? Or the outcome of this call, would it be earth-shattering? Could be. Start focusing on incredible service, communication, and a series of “this is what will happen next” questions based off the OTHER person’s agenda may make your end of year bonus a client for life. You may just become a better business person, boss, AND salesperson.

Video  —  Posted: May 12, 2014 in Uncategorized
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Two trips: one to your average parking lot Carnival, the other Disneyland.  Happiest place on earth besides Jet Ski Sales offices around the globe.

At the Carnival, you’re taking your life in your hands, and you know it.

  • You buy the same tickets to ride a physics-enhanced sling shot of fury and fame that you did at the cake walk.
  •  Their concentration is on overhead.
  • There are no security guards. The carnies will handle you should you attempt to snatch back your fin.
  • They’re short term… the grass is trampled, the kiddie pool the hippo is in? That’s okay if it cracks, they’ll buy a new one in Petersburg.
  • Their background checks? Literally, checking to see if someone’s behind them, hopefully not with cuffs, an IOU, or worse collections from the LAST carnival.

At Disneyland, you’re taken care of.

  • The gates, spotless.
  • The employees? They’re cast members trained on making your day the best ever, no matter what.
  • Their gardens parallel stuff the Queen walks around, sans the cartoon characters and laser shows.
  • Different themes for everyone, clean, calculated,
  • there’s a whole city at work underneath the spectacle you see.

Yep, you pay for it. And you’re willing to, because you feel better.  Customers buy great feelings. And yes, it will cost you more than running the carnival.

Given the PROFIT you can make, are you going to plan a carnival?  Or plan a Disneyland?  One will require work and be awesome, one will not, and be gone tomorrow.