Like many of you, I have attended countless educational seminars and ‘motivational’ type workshops and, for the most part, enjoyed them. The problem, as we all know, is when it’s over, it’s over. We set a goal to get to and participate in a workshop, but fail to set the most important goal of using the material presented. This workshop insists on follow though in a way that is meaningful and continuously empowering. What I most enjoyed about participating in “Thought Patterns For High Performance” was the lack of rah, rah or ‘the singing of kumbia’ . It was all about using science of the mind to manage your thoughts and eventual behaviors. Good solid information presented in a way that the masses can easily get our heads around. The two-day event was expertly facilitated by Robin Brumett and taught by a very dynamic but down to earth Lou Tice. One core principle that I especially liked was ” We build our own reality with our own thoughts”-Lou Tice. How we CHOOSE to use our mind and our thoughts directly correlates to our behaviors and eventually our success. So simple yet so profound, yes?

This teaching is relevant for individuals and organizations, for-profit and non-profit. If your looking to rise to the next level and have a desire for high performance, I highly recommend you look into The Pacific Institute. You can contact me for more information or visit their web site at http://www.thepacificinstitute.us/v2/index.php?name=about. Good stuff!

“We self-regulate at the level of our beliefs, not at the level of our potential”-Lou Tice

Let’s look at a few examples:
The main goal or mission of a bus driver is to safely and efficiently transport passengers from point A to point B and to do it in such a manner that the passenger has pleasant trip and the destination is achieved. A person in a leadership role, say, a project manager, is charged with guiding a team safely through the hazards and pot holes of the given task and meet the objectives, milestones and ultimatly the goal whereby team members complete the project to everyone’s satisfaction. The shared vision is accomplished and this part of the journey is complete.

A strong leader is also responsible for sending clear and decisive signals to its team and external stakeholder groups along the way. Signals that would indicate right or left turns in the project’s direction or when additional resources are needed to go those last few miles to the finish line. Driving the bus requires similar attention to communication of direction and knowing when the fuel is not going to get the bus and it’s passengers to the destination. The person charged with ‘driving the bus’ not only must manage the team during its journey, but also apply strong customer service skills both internally and externally.

The corelation between a leader and a bus driver may seem somewhat pedestrian, but I’m reminded that leadership happens at all levels of an organization from the night janitor to the CEO. The basic principles apply: Establish the shared vision, communicate the directions, identify resources needed and safely navigate the pot holes to a successful conclusion. Above all else, insure there is support from the very top….the person who drives the big bus.

Several years ago somewhere in the Midwest, four guys played 3 golf courses in 3 states in 1 day. My friend (and golf buddy) Bruce Robinson told me about this while playing a round of golf last fall at Highlander GC. He said “I think we can play 4 courses in four states in 1 day”. I replied “ya, right…it’s your shot”. He refused to drop the subject. By the end of the round the vision was clear: play on the longest day of the year by starting in Oregon then into Washington, over to Idaho and finish in Montana and do it for a worthy cause. The 444 vs Cancer was created!

The foursome would be me, Bruce, his son-inlaw Lamar Lewis and his son Shea. Emails were exchanged, phone conversations ensued and the plan was set. Our charity of choice would be Coaches vs Cancer, Spokane chapter. This worthy organization is affiliated with The American Cancer Society and has raised millions of dollars in the fight against a terrible disease that has touched us all. We set a goal of raising $1,000 each by June 22nd and thanks to the generous giving of friends, family and businesses we were able to raise over $6,000!

The four of us met in Umatilla on Wednesday evening and stayed at the Desert River Inn right next store to the golf course. Talk about convenient. Thanks to Angela and her staff for being such great hosts!

We teed off at 5am on June 23rd at Big River GC just as it was getting light. Owners Megan and Gunner Olson were wonderful hosts as they donated green fees and carts and gave us a complete tour of the track the night before.

“We rode at dawn”

At 7am we hit the road to our next destination:Liberty Lake GC in Liberty Lake WA 180 miles from Umatilla. On the 5th hole we were met by KHQ TV requesting an on camera interview. Bruce did the spokesman honors and were were told it was to air that evening at 6 & 11. We missed it.

Next up was The Highlands GC in Post Falls Idaho where we battled a tough nine holes but remained in good humor. Thanks to Chris Johnston and his staff for donating green fees and carts. Jerome Pollos from the CD’A press followed our round and took this pic on the 9th green.

Off to Montana and our final round at Trestle Creek GC in St. Regis, MT. John and his staff made the four of us feel like rock stars. We even had a gallery for the final few holes and they applauded tee shots and putts like we were pros. Trestle Creek was voted the number one nine hole golf course on I-90. It is a beautiful wooded track in great condition. Bruce’s sister Beth and her son Chauncey along with Mick Holien (voice of the Montana Grizzlies) served as celebrity caddies, photographers and beverage cart drivers for our final round. Thanks for making the trip guys!

We teed off on #9 at about 8:40pm (mdt) and we all felt like we could play another nine holes but the local members were waiting at the clubhouse for for the celebration to begin. We did not want to keep them waiting. As you can see by this picture, we were a little bit rummy by the end of the day…but it was a good rummy!

Along with comping our green fees and carts, John and his staff also made a cash donation to the cause and even auctioned off our last 444 golf hat for $$. We all posed for this picture in front of the clubhouse at about 9:30pm. Great GC and great folks!

What started as a crazy idea turned into an event that was meaningful, purposeful and rewarding. To a person, the four of us felt like we were making a difference and contributing to an important cause and that just feels good!
Here’s looking at you!

This could not have happened without the many, many people and organizations that stepped up and pledged their support for Coaches vs Cancer and The American Cancer Society. On a personal note, I would like to thank those who responded to my personal request for a major level sponsorship: John & Brad and Highlander GC, Steve and staff at Cascade Autocenter, Don Mann & Mann Mortgage and Dfred at KPQ Cares. Thank you!

Tomorrow (6/23/11) is the big day. 4 golfers play 4 golf courses in 4 states in 1 day to raise awareness and money for the organization Coaches vs. Cancer. If you have been following this journey on Facebook or on local and regional media, then you probably know that we begin our full day of golf in Umatilla, OR. and finish in the evening at St. Regis, MT with play scheduled at Liberty Lake WA and Post Falls ID. in the middle of the day. It’s a little nuts but we have been having fun planning, fundraising and telling our story to all that would listen.
We’ve had great sponsor participation so far but there is still time for you to pledge your support. You can drop me an email (dsollom@nwi.net) or call me direct (509 860 5730) and we’d be glad to get you involved. No pledge is to small or big. All checks will be made out to Coaches vs. Cancer.

You can follow our progress all day tomorrow on Facebook on our page :444 vs Cancer. No three puts!

I love the game of golf. I’m not a very good player as my 20 handicap suggests, but the game has been in the top three of my hobby group for 20+ years. I like to play, watch, talk and yes, even wear the funny clothes sometimes. I always record the majors so I can watch every shot at my leisure. (You’d think after all these years and all of the obsession I’d at least be a 15, wouldn’t you?)

A few months ago my very good friend Bruce Robinson (Spokane) suggested a novel idea: “Let’s play four golf courses in four states in one day.” I said, “That is so off the wall I gotta be in”. So, planning began for the 444 Club. Four players, four golf courses in four states in one day. Hopefully, all during daylight hours. Bruce invited his son Shea (Seattle) and his son-in-law Lamar Lewis (Spokane) to round out the group. I’ve played golf with these young men before and they can really hit the ball!

So, its all set. June 23rd the 444 club will tee off at 5:15am at Big River GC in Umatilla, OR and play 9 holes. Then, off to Liberty Lake GC in Washington (191 miles) for 9 more. A short 15 miles over to Post Falls, ID to tee it up at Highlands GC and our final run of 102 miles to St. Regis MT. to finish our 36 holes at Trestle Creek GC. Total projected mileage: 308. Projected drive time: 5 hours 35 minutes. My projected 36 hole score:184 (based on my 20 hdcp).

Here’s where YOU come in.

We are raising money and awareness for Coaches VS Cancer, the Spokane chapter. Gonzaga University and coach Mark Few is very involved as is other notable coaches and institutions throughout the Northwest. Check out the web site: www.cancer.org/Involved/Participate/CoachesvsCancer/about-coaches-vs-cancer

I am asking you to donate to this very worthwhile cause. Please consider 50 cents per hole, $1 per hole or what ever feels good to you. If you know someone (and we all do) that has suffered or passed from cancer, you can do something important to help and for very little money. Simply send me an email (dsollom@nwi.net) or give me a call (509 860 5730) and make your pledge. Thank you!

You can follow our progress on June 23rd on Facebook as we will be posting through out the day. It will be fun, unique and worthwhile thanks to you!

It’s the story of a young wannabe PGA tour player who looses his game at a critical point in his career and ends up in a backwater Texas town called Utopia. (Utopia, by the way, is a real place…I looked it up.) While in Utopia having lunch he meets a seasoned rancher (Johnny) who just happens to have a 9 hole golf course that the locals call Goat Ranch Country Club. It turns out that Johnny has a background as a teaching pro before he gave it all up and decided the ranching life was better suited to his personality. Johnny befriends our aspiring PGA pro and sets out to teach him some important lessons about the game of golf and about life. You need to know right up front this book is as much about spiritual growth as it is about hunting for birdies although the golf story line is compelling for those of us who play. My wife, who does not play golf, just finished reading it and was inspired and even considered taking up the game again. We’ll see about that.

One of the many lessons that Johnny teaches is to See it, Feel it and Trust it. For those that play the game I’m sure it’s easy to see the application. As you’re standing over your ball, take the appropriate amount of time to really SEE your target. In other words, where do you want the ball to end up. Then, FEEL the shot before you swing the club using muscle memory to assist in the process. And finally TRUST in your ability to execute the shot successfully. Commit totally to the moment and expect success. It’s a great golf lesson and I have even used it most recently on the golf course and guess what? It works. I’m a hack golfer with a 19 handicap but when I concentrate and see it, feel it and trust it, more times than not I had good results.

I decided to write about this not for the golf lesson but rather for the life lesson. Whether you have a blow up hole during an important golf game and card a 12 (or the 16 on a par four that was recently carded by Kevin Na during, ironically enough, the Texas Open) or suffer other great life disappointments such as not getting the job you thought was yours or loosing that big sale to your competitor, it’s acceptable to feel what that loss or disappointment really means and then get on with moving the ball down the fairway. (Or, if your from Canada, moving the puck down the ice.) The point is that life goes on and so must you and learn from it.

SEE IT
As we set new goals for ourselves we must be able to have a clear image of what success looks like or we won’t know when we have achieved it. It’s important to visualize a good result before the first action step is taken. It works in business, sports, relationships in all aspects of life.

FEEL IT
Muscle memory is more that just physical. It’s the innate understanding of what works and how it feels when it works well. There is a definite feeling about success and we all have felt it one time or another in our lives right? The trick is to call on it and pull it up at the right time, right place and for the right reasons.

TRUST IT
Once we see the target clearly, feel the appropriate actions for success it’s now time to trust in yourself for that positive outcome. Make the commitment, execute your plan and swing away. Staying in the moment, trusting in your skills and talents and following through will almost always result in positive outcomes. Try it…it works.

I have been selling all of my adult life and over the years have decided that there are a handful of “strategic selling objectives” that will generate positive results if the objectives are executed properly.

If you can honestly say at the end of the day, “I created a solution for my client that allowed for his/her success,” then you have not just closed a sale, but endured yourself for the next time when you say, “I have a new idea that may work for you”.

 2. Be crystal clear about your unique selling proposition.

It’s not enough to just know your product or even your competition’s products, but we now need to understand how what we sell is unique at the global level. With the internet always in play, like it or not  your product is being compared on a global scale. If you can’t present a clear and unique selling proposition then your chances of closing the sale are dramatically reduced. It’s about life-long learning.

3.  A cold call a day is like a raise in pay

Many sales professionals even the successful ones resist the cold call. I absolutely love a cold call. Why? Expectations are very different when walking through that door for the first time. The very best outcome of the cold call is an appointment for a sales call. Then the expectation from the viewpoint  of the customer will be to buy if you can find the solution. And if you’re listening, you will find the solution.

4. Intentional listening

Someone once said that a great communicator is one who speaks well 49% of the time and listens intently 51% of the time. This is a very important strategy and difficult for most to master. Have you ever found yourself in a discussion when as soon as you complete your final sentence, the other person jumps right in on a completely different track and just starts to rattle on? That person didn’t hear a word you said. I find my self repeating what the person has just stated. “If I heard you correctly John, you said….”  Without intentional listening it’s impossible to provide a solution.

5. Make powerful requests.

This is about more than just closing the sale. This is about developing expectations for a long term partnership with your customer. Communicating your intentions early on in your professional relationship that will brings value and measurable results. Don’t be timid about making powerful requests. Your client will respect you for it.

These are my five Strategies Of The Sale. I’m sure there are many more, but these simple objectives have worked for me and thousands of other successful sales professionals and, if executed properly, they will work for you.

Strategic alignment points the organization in a single direction for success.

Let’s say you sit on the board of a medium size insurance company and you have 50 offices around the country. You and your fellow board members along with a handful of key executives have worked hard to develop a strong mission, vision and strategic plan. How you now communicate with those 50 branch offices to insure company wide alignment becomes the next and possibly most important challenge. Below are three possible options.

You could:

• Send hard copies in an email insisting all branch managers read it distribute to all employees.
• Have the CEO/President address the troops  at the next all company meeting sharing high level strategic objectives.
• Designate the President or a board member to personally visit each office (or office groupings) to present and discuss the plan in detail and assist in developing a branch plan that aligns with the bigger picture.

The real answer is probably all three. The latter is certainly the most time consuming and costly, but of the three it stands a better chance for positive impact and understanding. If the goal of the organization is to improve communication and enhance customer service both internally and externally, then steps should be taken to insure that alignment happens and the company arrow is pointing in just one direction for success.

The Apple Capitol Loop Trail

The concept of Loop Leadership was collaboratively developed in 2000 by myself and good friend, colleague, Jim Baxter. The idea was simple: Lead and facilitate a one day outdoor activity designed for groups of between 6 and 20 where we ride bicycles around the 10 mile Apple Capitol Loop Trail while stopping 6 times along the way for leadership and team building events designed specifically for the needs of your group and your desired outcomes. Throw in a BBQ at mid-point and you have a full day of healthy learning and team building. We can even supply the bicycles. The pace is leisurely and safety is a major focus.

For the past ten years, I have facilitated this activity for the Wenatchee Valley Chamber Community Leadership Program and based on annual feedback, it’s  listed as a highpoint of the year long program. Feel free to check with Craig Larsen at the Wenatchee Chamber for any additional information or comments you might need.

The Wenatchee Valley is a perfect destination for this type of one-day retreat with great weather, superb accommodations and the 10 mile Apple Capitol Loop Trail that circumnavigates the mighty Columbia River. If you’re fortunate enough to live and work here, it’s just that much easier to arrange. The best months are May through September for sunshine and dry Eastern Washington weather.

So, if you’re looking for that home-run team building event that combines the outdoors, mild exercise, learning and fun, Loop Leadership could be just the ticket.