Alan Weiss’s Monday Morning Memo® – 8/20/18
The rabbits have returned to Nantucket (many were killed by poison intended to kill ticks). Some mornings they’re outside the house, some mornings they’re not. I never understood their schedule, since what they munched on was always present. Then my daughter pointed out a huge hawk sitting on the roof of the shed. The rabbits made themselves scarce when the hawk was present, interrupting their breakfast so as not to become his breakfast.
We often think there are random actions at work. But they are actually controlled by other, specific causes. Behaviors are often superincumbent. What we think is random is caused by something just below the surface or slightly out of view. There was a famous counting horse in the early 20th Century, Clever Hans, who was supposedly taught math by his owner. Someone would give Hans a problem, such as 16 minus 7, and the horse would hit its hoof on the ground 9 times. The horse was nearly infallible. Finally, after years, it was discovered that the horse was using extraordinarily small changes in its owner’s physiognomy to know when to stop hitting its hoof. (When the owner didn’t know the answer, Hans was only 6% accurate, but when he did, the horse was over 90% accurate). Just the owner’s involuntary relaxing of facial muscles when the right number was reached was sufficient for Hans to stop counting.
Many of us react to others and are even influenced, intimidated, or motivated in their presence because we discern certain changes subconsciously. Perhaps that’s the core of charisma when many people are thusly affected. In any case, it’s a good reason to be in the moment, to be consciously competent. You need to know if the hawk is causing the rabbits to hide or if your client is causing you to behave poorly.
Read the signs. If Hans could do it, so can you.
Three things cannot be long hidden: the sun, the moon, and the truth.
—Buddha
Super Best Practices
This is an entirely new offering comprising what I’ve learned over the past two years in my global work and communities. I’m delivering it in Adelaide in November. I’ll be covering leads, compelling messages, the new kinds of sales evangelism, innovative marketing, virtually labor-free relationships, and much more. I anticipate participants will call the office to change practices and rewrite proposals during the program.
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ThinkingBIG
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I’m now in my eighth year of presenting top global thinkers in an intimate setting (including dinner and a small group of attendees), at a world-class property. This year we’re at The Breakers in Palm Beach. Join me and Charlene Li, a global expert on service, social media influence, and performance, herself a former CEO, who has been consistently quoted in major print and broadcast media as well as written a seminal book in the field. Four places remain.
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Million Dollar Consulting® College—The first in two years.
I’ve slimmed it down to three days, take only a dozen people, and deal with all aspects of attraction, conversion, implementation, and expansion. Extensive role plays and exercises. Who knows if I’ll do another in two year—or ever? We’re half full, join us in December in a world-class property. Lodging and most meals are included in the fee.
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The Solo Solo
Expressly for those who have no partner at home or a partner who is uninterested in their work. I’ve helped thousands of people with this lack of intimate support, and now I’m doing it “cabaret style,” with food and drink in my suite in New York. Join us in a relaxing atmosphere to find out how best to create a support system. Let’s talk.
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