EMBRACING CHANGE

Their aimless wanderings lay behind them…

Their paths weaving desperately through the wilderness…

Coming near then veering away…never quite crossing or becoming one. 

They stood at a crossroads…

Looking back in an attempt to see how their lives had unfolded...

Looking ahead towards a future not yet defined.

   Increasingly tired of their struggles within a thankless world…

They sought a path that would lead towards truth…

An obscure trail that would carry them to a brighter future... 

Deliberately they turned, moving forward into the vast unknown…

Leaving behind the comfort and security their past once held…

Intentionally embarking upon a path that would change their lives forever…

                                                                           An excerpt from “Life’s Path To The Promise of A Dream” by Dave Smith 

Why do people seek change?  What makes us decide to do things differently – particularly if the things we are doing provide us comfort or bring us success?  What makes us wander from “the familiar” in search of unknown opportunities?   With summer’s passing and a new, hectic fall upon us, we all tend to seek different ways of doing things - resolving to change in ways that will allow us more free time, success or tangible rewards.  Several factors must be recognized, however, if we wish to move beyond our current station in life – beginning with the deliberate consideration of an intentional action that, when taken, will forever change where we are as it redefines where we are going (one cannot do the same things they’ve always done and expect different results).

Everyone desires success (though success cannot be granted to another for we all define it differently).  Far too often, however, success breeds arrogance, which leads to complacency.  If we ride a single success beyond its effective lifespan…thinking “our way” is the only way…someone else will either assume our market share (by improving upon what we do), force us to change (by revealing the shortcomings of our established approach), or disrupt our stagnant but comfortable existence (by offering a more exciting option).  We must actively appraise the things we do…both in our work and our personal relationships…if we wish to remain vibrant and relevant.  By continuously analyzing our strengths and weaknesses, identifying those that hold us back and enhancing those that pull us forward, we will remain effective.  Recognizing that the only constant in life is change will allow us to accept the possibility of failure (and the learning it brings).  Success does not come, however, from frantic movement without direction or purpose - we must occasionally stop what we are doing so we can start something else!

To initiate change one, three major issues must be intentionally and consciously addressed:

• We must acknowledge where we have been, recognize what we have done, and wish to be something different before we can start travelling upon a new path.  How can we better serve our customers?  What can we do to improve a relationship?  Must we alter our behavior so that we can remain relevant within a changing world?  Whenever we recognize our goals have changed we must step from our original path onto one that will refocus and redirect our efforts.

• We must stop doing the things we are doing – that we have always done – no matter how effective they may have been in the past.  While identifying what must be done to create meaningful change, paths (and methods) needing abandonment will inevitably be revealed.  Can a workforce that values time off from work be effectively disciplined with suspension?  Can an individual communicate effectively without embracing technology and learning how to “entertain” using Power Point?  Can two people maintain a meaningful relationship if neither is willing to see two sunsets in the other’s moccasins?

• As we identify and abandon the things that hold us back we must continue doing things that produce positive growth and change.  We all have personal strengths…characteristics responsible for the success we have experienced.  Everyone can celebrate a “peak of accomplishment” in their past.  Far too many of us, however, choose to dwell within the quiet valleys while gazing up (and establishing value) on past accomplishments.  In order to realize meaningful change we should continue doing the things that brought us to our heights…and discard those that brought us to our knees.

People must change more than their outward appearance if they expect their path to shift significantly.  We often hear about “new and improved” products only to find nothing but the packaging has changed.  Television networks frequently move a failing show from one night to another in order to gain viewers from a less competitive offering.  If we are resolved to change we must consciously decide NOT to “stay the course” by innovatively clearing a new path into an unknown wilderness.  We must acknowledge our past (both the wins and the losses) before we can define our present (from which we must move forward) if we harbor any expectation of creating a different future. 

A change in season often triggers a desire to alter our behavior and move forward to a more promising future.  In order to accomplish change it is important that we continually take stock of what we are doing and where we are going – then actively seek paths that will lead us from complacency to new destinations, new relationships and new opportunities – within this earth we call “home.”

SEVEN PRESUMPTIONS OF HIGHLY SUCCESSFUL PEOPLE

Much has been written about success.  Recent articles have identified successful individuals as having persistence, ambition, and the ability to see a process or project through to its inevitable end.  Many view success as “winning” rather than “losing” (but winning for some might be losing for others).  Success could be viewed as having reached educational benchmarks within predetermined time-frames as measured by “passing” or acceptable scores on objective tests.  Success could relate to one’s work (are you fulfilling your potential?), to one’s personal life (are you significant?) or to one’s status (are you SEEN as having “arrived and achieved” by others?).  In each of these typical definitions, success is considered more of a destination than a journey.  While it is not wrong to measure success by reflecting upon one’s accomplishments, it might be ill-advised to use such an absolute yardstick as the only measuring device.  I would suggest that truly successful people focus more on the “means” than the “ends” as they approach life – and most would (in some way) adhere to at least seven presumptions about success.

1. You can become anything you wish to be or do anything that you wish to do in life BUT success cannot come from trying to be what others feel you should become or do ONLY what others think you should accomplish.  One can achieve success ONLY if living out their own dreams rather than going through the motions to accomplish the desires of another.
2. There is no limit as to what can be accomplished when you do not care who receives the credit for doing the work or gets recognized for initiating the idea.  Successful people often initiate processes or suggest destinations while leveraging results (rather than recognition) as the springboard to further discovery.
3. The only bad decision one can make is choosing not to decide – the only truly wrong action that can be taken is UNINTENTIONALLY allowing something significant to happen in your life.  Successful people recognize that time does not stand still – that conditions, expectations and priorities may change BUT that any course correction must be INTENTIONAL rather than accidental.
4. Successful people surround themselves with individuals that challenge their decisions and compliment their abilities.  Unsuccessful people surround themselves with people that make them feel good and that agree with what they say or do.
5. One can either learn from their mistakes or be defeated by them.  Those who are successful often spend more time picking themselves up from the ground than they do running smoothly upon it – learning what did not work as they seek what has not yet been attempted.  Those that fail often look for consolation for their wounds from others and seek refuge from life’s battles within the comfort of the hole they may have fallen into.
6. When one does not care where they are going it is almost impossible to get lost.  One cannot fail if no goals are ever established.  One cannot “miss the target” when shooting an arrow into an empty field.  Not surprising, though, one will never taste success unless a target is available, a goal has been identified or a destination determined.  Success is a process rather than a result – a stepping stone along the path we travel rather than a ledge upon which we can seek shelter or an island upon which we might become content.  The RESULTS of success may be stability, contentment, popularity power or security but one cannot bring a dream to fruition – or raise another to his or her full potential – without taking intentional action to advance from the “here and now” to a “potentially bright “future reality.” Doing nothing gains nothing.
7. Success is not measured by how many things one accomplishes but rather by how much is learned along the way and how many people have been impacted during the journey.  Successful people are rarely satisfied with “what is,” choosing instead to pursue “what could be.”

Successful people do not live in a “probable” or “predictable” world.  Things that can be easily accomplished have already been done.  Successful people live in a world of unlimited possibilities – seeking to achieve what others have yet to consider, resting upon their accomplishments only long enough to rest and re-group before moving on.  Whether it be in work, at play or within their personal relationships, successful individuals build their dreams upon a solid and credible foundation.  They seek to experience the winds rather than to capture them – to benefit from their “comings and goings” rather than needing to define them within absolute parameters.  They establish (and achieve) personal goals rather than living to accomplish the expectations of others.  They learn from their mistakes (but do not repeat their lessons more than once) and act intentionally (even if they “intentionally” choose NOT to act at any point in time). 

Success will come when one seeks to be all they might wish to become, invests the time and energy into equipping themselves to accomplish great things, stretches their limits by reaching for new horizons not yet identified, and refuses to accept temporary setbacks as the end of their journey.  Unless (or until), such sacrifices are made, success will be as elusive as an eagle floating effortlessly upon the wind – something mysteriously beautiful to be seen but not to be experienced.

SIMPLE GUIDING PRINCIPLES FOR LIFE

An axiom is a self-evident or universally recognized truth – a principle that is accepted as true without proof as the basis for argument.  As we go through our lives we constantly seek guideposts to “show us the way” so that we do not become lost within a detour while the rest of the world passes us by.  We seek to grasp onto the tail of a rising star in the hope that we, too, might be carried towards success.  We search for answers (often more than we seek to formulate questions) to explain away the “bumps” we experience while trying to find the smoothest path available as we move towards our destination(s).  Perhaps if we were to focus more upon the path we take – enjoy the journey as we move toward our ultimate goals – we would feel more peace and joy (rather than hectic tension) when we arrive.  Thinking about some of life’s “universally recognized truths” as we find our way through this world might help to focus our efforts on those things that are important – things or situations that can be controlled or influenced through our own devices and that truly have or result in significance.  Axioms often help us to understand what is important and critical to life (rather than what is wanted or desired) so that we can shrug off those things that do not matter while holding tightly to those that do.  Some of the axioms that have helped me navigate my journey (so far) would include:

INDIVIDUALS UNABLE TO SPEAK POSITIVELY ABOUT WHAT THEY DO ALWAYS RESORT TO SPEAKING NEGATIVELY ABOUT WHAT ANOTHER DOES.   Far too many individuals find it easier to bring someone down to their level than to bring themselves to a higher plain. We cast stones without thinking that our own glass house could be easily shattered.  We console ourselves by justifying that “everyone else does it” so it should be OK (even when we know what we are considering is wrong). Though elevating yourself is often far more difficult than pulling others down, we gain far more by lifting ourselves up – bringing others with us – than we could ever achieve by immersing ourselves within a pool of mediocrity.  Recognizing and understanding that “complainers” often have very little confidence in their own abilities or pride in their own accomplishments may not quiet their noise but it should help to minimize the impact it has on your life.

IF YOU CANNOT BE KIND, AT LEAST HAVE THE DECENCY TO BE VAGUE.  It seems that our society revels in the details of the fall – refusing to accept “what is” as being reality while seeking all the thoughts, rumors or information available (or fabricated) that might help to explain the “why” more than the “what.”  Many do not seek answers to unfortunate situations so they can avoid them – rather they seek all the sordid details to establish their own superiority.  They do not seek details so help might be provided – rather they seek to embellish the facts and broadcast their version to bring attention or importance to themselves while talking to others.  People often inquire because they are nosy - gathering details for personal gratification rather than empathetic consolation.  Perhaps we SHOULD try to help more while consciously trying to hurt less – seek to provide a cushion upon which others might land rather than an open abyss into which they will fall.  Unless we can constructively criticize then provide the tools and support necessary to help an individual initiate change, what do we accomplish when we tear down without lifting up – or even remain silent when we could have shed light upon an issue?

EVERYONE BRINGS JOY TO LIFE – SOME WHEN THEY ENTER, OTHERS WHEN THEY LEAVE.  OK, so this one is tongue in cheek – but so appropriate!  How often has someone interrupted you during the middle of a thought – as you were just about to solidify an epiphany that would surely change the world forever?  Sure, we need others to live life to its fullest, but we all have times when it seems that others might “do more good” talking to someone else than they do disrupting our thoughts!  Enjoy the variety that people give the world around you – if everyone thought and acted as you do it would be a terribly boring (or an extremely predictable) world!  Do not isolate yourself from those around you as their perspective (no matter how disruptive it might be) just might be the key that unlocks the door to our understanding.

Several within the novel “Atlas Shrugged,” Ayn Rand’s epic tale about how the “engine of the world” was silenced (whose fiction is hauntingly similar to the reality we see within today’s headlines) would include:

·         A creative man is motivated by the desire to achieve – not by the desire to beat others.

·         The hardest thing to explain is the glaringly evident fact that everybody has decided not to see.

·         Achieving life is not the equivalent of avoiding death.

Do you have any baseline “truths” upon which your lift has been built?  Perhaps you could find hope by not asking (or seeking) “who is going to let me” but rather living (and believing) “who is going to stop me?”  Do not become your own worst enemy by believing a dream to be impossible – abandoning it before the journey towards its realization can even begin.  Do not apply “blame” without accepting responsibility.  Do not look for reasons that would keep you from accomplishing something, rather seek ways that would allow it.  Do not refuse to establish goals for fear of failing – rather establish lofty expectations that require hard work and effort to accomplish so that you might be proud of your efforts when (not if) you do succeed.  Remember that all things are possible, some just take a little longer to accomplish as they require a bit more creativity, thought or planning. 

In the big picture, improbable does not mean impossible.  Equality is not the same as equitability.  Holding back does not mean giving up UNLESS you fail to begin.  Life has many beginnings but only one end.  Make the most of your opportunities as you seek new and different ways to make life truly matter – taking the time to develop and hone the talent needed to equip yourself with the tools needed to transform who you are to the successful individual you wish to be (and know you can become)!

FIRST IMPRESSIONS CAN BE MISLEADING...

Because we are people (and tend to rush to judgment), our “first impressions” often label those we encounter as being either “good” or “bad” (before we take the time to validate our assumptions).  While we often must act quickly, if we want to develop long-lasting or meaningful relationships we must take time to learn about others – about why they think, act and respond as they do rather than basing our opinions ONLY on what we see being accomplished – if we are to accept (or at least understand) people “as they are” rather than force them to become “what we would wish them to be.”  Four things we should consciously (and intentionally) avoid when meeting people for the first time (as our initial impressions and perceptions are established) would include:  

Investigate fully before making a judgement rather than allowing unfounded perceptions or “surface-driven” first thoughts to form your baseline from which all other actions, thoughts or decisions are built.  Working with a small machine shop that was struggling financially, a business owner reported that he would like all his employees to be like the 76-year old machinist that came back to work after retiring for a couple of years.  He cited the man’s loyalty and experience-based leadership – his ability to set an example for those working with him.  When asked, employees said that working with this “poor man” reinforced that they should jump at the first job opportunity that came along because they did not want to end up working until they were 76 because retirement was no more than a dream.  A “first impression” could have been established by listening to either the owner or the employees but looking into the “rest of the story” revealed an unconsidered truth.  The 76-year old knew what the owner thought and was pretty sure what his peers thought about his working but that both were wrong.  He stated (because someone had asked) that “if they knew my wife they would know why I like coming to work!”  Often our perceptions taint our thinking and we make decisions based on inaccurate (or untrue) information.  Always learn all the facts before making a judgment.

Before acting, clarify some of the “whys” before rushing to judgement on what was done (or not done) as anticipated.  Many years ago, my wife and kindergarten son were engaged in a heated discussion when I arrived home from work.  He found himself in trouble at home after going to the principal’s office for hitting another child with leaves on his first day of school.  My wife could not understand why he was sent to the office for hitting another child with leaves and he did not understand why she kept asking him the same question after he had clearly and concisely answered her inquiry with a specific and detailed response.  She was trying to extract an answer based on the information she had been provided – that he had hit someone with leaves and been sent to the office to explain.  He was answering her questions without offering any more information than asked – that he had hit someone with leaves and did not understand why he had been addressed.  I looked at my son and said, “How big of a stick were the leaves on?”  He quit crying and said “only an inch or so but nobody ASKED me about the stick!”  We often lose sight of where we are going because we so focus on what we think we know to be right.  Never form an opinion without first thinking about all the things that COULD BE rather than simply focusing upon what we think IS or has been in the past.  Acting on available information without asking for expansion or seeking clarification can often lead to disaster.

Do not assume to know what others are thinking or limit what they could contribute by inserting personal biases into their lives or extending your own limitations into their potential.  One of the most critical components within any relationship is to identify both strengths and weaknesses – maximizing the positive contributions while limiting those that might be more detrimental.  When asked, “What is the purpose of your job, an employee told me it was “…to bring to fruition the dreams of the owner.”  While this answer did nothing to define job responsibilities, it DID speak volumes to the owner about the employee’s understanding of his role in the company.  After reading that one response the employer started to think differently about his workforce, including them in decisions because they were much more invested in their future than he had previously thought.  In thinking that his employees “did only what they were told” rather than believing they could “contribute positively to his dream,” the owner had stifled the expression of improvements his staff could have made.  By listening to their suggestions – regardless of what he thought they might be able to contribute – his company began to grow and prosper exponentially.  Though many of us fight hard to “do things our way” and overlay that “way” upon those we work with, whenever we listen to others we find their contributions can be meaningful IF ONLY we allow them to express their thoughts, learn through failure and feel safe to grow. 

Think before acting – then act before your thinking paralyzes you.  Many individuals tend to shoot before aiming – often prior to even establishing a target – then spend countless hours repairing the damage they may have done through their rash actions.  While “things” can often be repaired or replaced when damaged by actions that disregard potential consequences initiates failure, PEOPLE tend to “scar” more easily and “fail to forget” more than they could ever learn from criticism (be it gentle OR relentless).  Forming a “first impression” is normal and natural BUT refusing to move beyond that baseline after learning more about a person, place or situation creates the basis for ongoing disappointment, frustration and failure.

People can contribute positively to us OR weigh us down, depending on how we approach them.  Rather than allowing “first impressions” to set your direction, make sure you pay enough attention to what is being said by others, why things are being done as they are, and what else could be accomplished.  When we verify our perceptions before we pass judgment we can often avoid making assumptions that could lead us down the wrong path.  If we actively seek what others think, listening to what they say (with both their words and their actions), we may find things are done for a reason (though not necessarily YOUR reason), move forward with good intentions (though not necessarily YOUR good intentions) and accomplish much (though not necessarily what YOU thought should be accomplished). 

ECONOMIC AND EMOTIONAL HALFTIME OBSERVATIONS FOR 2015

Baseball is moving towards its all-star break (and the Tigers are struggling).  The Women’s World Cup has been completed (with the United States victorious).  Nike just signed a major contract to “outfit” the University of Michigan’s athletic teams (football season must be just around the corner). Surprisingly, 2015 has reached its halfway point, as well – revealing some interesting highs and lows that warrant discussion.

Michigan has experienced an excellent “growing season” to date – with crops and mosquitos greatly exceeding expectations (though golf courses and other facilities depending upon warm, dry weather are suffering).  Our Great Lakes, inland lakes and streams have reached near-record levels due to our abundant rainfall (but the west coast is preparing to ration water due to several years of drought). Our strategic oil reserves have reached capacity so a brief period of relatively inexpensive gasoline is helping us to travel more this summer (but government and environmental authorities seem committed to advancing solar and wind power by investing heavily into not-yet proven technology). Our economy seems impervious to disruption (though finding qualified workers is posing a significant challenge to our local employers and the International Financial situation in Greece has significantly subdued our national economic growth). We seem to be experiencing a time of contradiction – a period when all looks well on the surface until we dig down a bit to reveal a convoluted and unpredictable core.  Looking into some of the issues we are facing, some sad realities become apparent.

Why do we expect inexpensive gas and oil to be an everyday reality when we celebrate the fact that major oil companies must pay unprecedented penalties ON TOP OF repairing damages created by workplace accidents?  How can we expect alternative energy sources to emerge when we place in their paths insurmountable roadblocks?  How can we harness the wind’s energy when everyone wants turbines placed in someone else’s backyard?  How can nuclear energy grow when it takes nearly ten years to approve and build a new power plant?  Renewable energy sources are part of the solution – yet wood-burning furnaces have been restricted in many communities because they put out too much pollution.  While the impact on individual lives is staggering, the same people who enjoyed high-paying jobs within energy-producing companies lobby for compensatory relief and life-long security from their former employers should an accident occur.  Have we become a nation that takes credit for the good in life, seeking bounty from its offerings, yet assigning blame to others for the bad, seeking retribution and gain from their losses?  It seems that this dark aspect of our nature has not changed during the first part of 2015 – far too many seek to gain from others pain rather than trying to benefit from their own investments of sweat equity.

Small companies are expanding but are operating with fewer people making more things.  Since efficiency is up, expanding opportunities will not likely return our workforce to previous levels.  New companies are entering our region BUT employees able to do available work are coming with the company from outside of our current workforce (not everyone is eager to learn new skills).  While jobs are available, a higher level of expertise is required for employees to program machines, work with computerized systems and effectively communicate with others (both internally and externally).

While most companies have not given excessive pay increases during the last several years (if one pays attention to the media, our employers are exploiting their workers and making obscene profits), lower-paid employees have been added to the workforce so average rates do not appear to have increased as much as they have.  Interestingly, whether the economy moves along at a 2% or a 4% growth curve, average worker wages seem to increase (on average) about 2.5 – 3% (reflecting an influx of lower-paid workers into an economy filled with highly experienced workers).  Automotive suppliers seem to be stronger than in the recent past (but anticipate a bit of a slowdown through the first part of 2016).  In that next year is an election year, we often see a general slowing of the economy after May or June until the outcome of our vote has been revealed.  The service-sector is growing yet many non-profits depending on State funding are justifiably concerned as their income streams have been effectively choked off.  Our economy is improving but balances precariously on edge with any shift or delay from current growth trends poised to deal a staggering blow to our recovery.

As the second half of 2015 approaches, perhaps it is time we all returned to our roots – a free-market economy in which demand (rather than mandate) established supply and innovation (rather than mass-production) fulfilled our countries’ needs.  Long-term success always has (and always will) come to ethical people who produce an excellent product, provide exceptional service at a competitive price and/or enter into meaningful 2-way relationships that provide “win-win” situations rather than “my way or the highway” exclamations.  Though our region’s economic engine has not yet fully abandoned its “full steam ahead” expectation, we do hear initial rumblings asking, “What happened to all we had?”

Looking back at mid-year should encourage us to celebrate our accomplishments mildly – to enjoy all that we have done and immerse ourselves in the good that has come to us.  We must also, however, maintain awareness of what has yet to be identified (achieved or accomplished).  Much positive has happened during 2015 – perhaps it is time we allowed those things that have been but visualized to this point to become inspiration and destination for those around us as they continue to move forward through the second half of this year - as we bring reality to the dreams of our future.

Are MANAGEMENT and LEADERSHIP Synonymous?

Management is the ability to transform one person’s talents into performance.  Good managers identify each individual’s unique talents and abilities.  They treat people EQUITABLY rather than EQUALLY – determining what is best for them based on their abilities and how they can contribute most rather than assuming all should receive equal benefits even if they do not add similar value.  Good managers define and communicate expectations, then assign tasks to persons having the greatest potential for success – giving them the ability to act independently and the right to assume responsibility for results. 

Experienced managers leverage individual talent and experience towards the successful accomplishment of organizational goals and objectives – identifying existing abilities and maximizing contributions by assigning duties and managing priorities RATHER THAN focusing on training individuals to “fix” their shortcomings.  While training is critical and often necessary, it should not be seen as the “ends” but rather as the “means.” Recognizing that all employees contribute differently, and accepting that individual contributions are a necessary part of success, helps to define a great manager.  A good manager might try to elevate all employees to their highest potential.  A great manager will utilize an employee’s inherent ability to accomplish great things.  Should employees need additional training, a great manager will know how each employee learns best and set up programs that cater to individual needs and differences. 

Leadership is moving people (as opposed to individuals) towards a common good – rallying the team to accomplish great things together rather than capitalizing on an individual’s existing talent.  A leader needs to be eternally optimistic – knowing that people working together will eventually accomplish things better and more easily than those working alone.  Great leaders make employees feel that anything is possible – that no mountain is too high to climb and no valley too deep to enter – by “showing the way” rather than providing tools for them to move forward by themselves.  Leaders demonstrate what must be done and accomplished rather than by telling them and staying out of the way. 

Leaders motivate through actions rather than through words and assignments as they join in to make sure the team accomplishes things as a cohesive and collaborative body rather than as a group of talented individuals.  Great leaders communicate clearly by defining expectations and focusing on anticipated results as they motivate individuals to work with others to maximize the impact of their group’s efforts.  Leaders live their words through their actions.  Effective leaders are able to identify individual potential that can be nurtured and melded into a great functioning team.  Should a team need additional training, great leaders would develop programs to teach skills that will benefit the organization rather than strengthening individual talents that already exist within the team.

Are you a Manager or a Leader?  Far too often we see problems caused by well-intentioned supervisors managing when they should lead OR trying to lead when times call for strong management.  A strong MANAGER tends to accomplish specific things more quickly.  Tasks are clearly identified, people having proven abilities are assigned to accomplish them, and results are expected immediately.  A strong LEADER will pull others towards outcomes rather than pushing them towards pre-defined destinations.  A leader will draw others forward using a carrot while a manager may tend to carry (and liberally apply) a stick.  Both styles are necessary (at times) in order for organizations (OR relationships) to thrive BUT there is a time and a place for each.  Choose your “time and place” wisely to help maximize the results your group can achieve!

GRASPING SUCCESS FROM THE CLUTCHES OF FAILURE

Failure is not a life sentence.  It does not have to produce a long-term, insurmountable negative impact on you or your life.  Given the right conditions, the proper setting and a learning attitude, failure can often empower you to achieve a level of greatness you never dreamed possible.  When we eliminate the FEAR of failure by minimizing the repercussions that often prohibit us from trying new things – by embracing the possibilities that unproven approaches can provide – the sky becomes our limit.  Rather than looking into a dark tunnel (hoping that the light we see is the other end rather than a train) we can peer out from the tunnel into an unexplored horizon.  

Many successful salespeople have learned that each success is preceded by many failings

– but too few individuals embrace that reality.  When trying to discover the secret of electricity, Thomas Edison declared that rather than failing he simply discovered many possibilities that did not work.  The inventor of “Post It Notes” could have wallowed in his failure (because he did not invent his intended super adhesive) but chose to find a purpose for something that met none of his intended consequences (the rest being history).  There are four lessons we must learn if we are to transform individual shortcomings into immediate success, creating opportunity from apparent disappointment.  These transformational secrets include:

·         Change your perception of "success" and "failure"

Most people see themselves caught between two extremes – success and failure.  They feel they must either fully accomplish the goals they have established OR their falling short will automatically label them a failure.  What would happen if we altered this perception – seeing failure as but one of the paths to success – if we studied our failings as openly as we celebrate our successes?  What more might we be able to accomplish if we claimed the freedom to learn as much from what DID NOT work as much as we do from the actions that accomplish our intentions?  If we were to view failure as inevitable – as a requirement rather than as a possibility – and be judged not by whether we MAY HAVE failed but rather by what was learned WHEN we fail – perhaps we could accomplish great things by taking risks once thought unacceptable.  While I would never suggest that anyone actively SEEK failure, if they simply ACCEPT IT as being inevitable –as a necessary stepping stone along the path to success – it will become a more regular building block to the dreams that define your future.

·         Intentionally increase your rate of failure

Nobody could argue with the premise that the more we try the more we ultimately succeed.  If “trying” means doing things that we have not done before – things we are not trained to do nor accustomed to doing – then it is logical that as we attempt to do more we fail more, also.  Advancing the thought, if trying more results in both failure and success, and we learn from our failings as we move towards success, should we not intentionally increase our failure rate so that we succeed BOTH by “winning” AND by identifying what should not be repeated when we experience loss? 

·         Set Flexible targets (processes and guidelines) rather than firm goals (absolute  destinations and inflexible expectations)

Everyone sets goals BUT we usually establish our goals around the successful accomplishment of a specific task, project or activity.  What would happen if we focused on the process as opposed to the outcome?  If we do things the way they have always been done while expecting a different result we would define insanity.  If, however, we expect different results BECAUSE we are doing things differently, seeking new and untested methods to accomplish them, we would inevitably expect to encounter failure from which we would learn along the way.  Think how much might be accomplished if we set a goal of trying five new ways to accomplish something (knowing that at least four of the paths could lead to failure) rather than trying so hard to accomplish one specific goal.  How much more could we “win” (and how much greater could our “wins” be once we identify the roadblocks) if we truly focused on the “new” (the possible) rather than constantly seeking the tried and true (the probable)?

·         Accept your successes gracefully but celebrate your failures with reckless abandon

It is natural to be excited when we taste success.  We want to celebrate – to reward ourselves.  While it would be ridiculous to minimize the “victories” we achieve, we far too often fail to maximize the successful navigation of each detour as we seek to finish our journey (those things we see as being distractions or bumps along the way).  Why do so few celebrate PROGRESS when many minor accomplishments pave the path to completion?  Far too many people save their celebrating until their goal has been accomplished (a single act or event that was the culmination of many starts and stops).  Do not “dodge” the praise of another when it is sincerely offered – gracefully accept it AND spread it around when appropriate – but refuse to live only for the recognition of others (for when you most need to be acknowledged, you may

be the only individual present).  Successful individuals allow life to be a series of small celebrations rather than a set of significant events.  If we build our hopes on reaching a destination, where do we go once there?  Should we not feel more exhilarated as we move forward TOWARDS an objective (knowing we have many more options and activities to celebrate along the way) than we do once we have “arrived?” 

Individuals that require a “why” before moving on may be waiting for success to reveal itself from the jaws of failure.  Those that find joy in the journey, however – that are able to move forward accepting THAT things happened without having to understand why – are able to leverage potentially negative situations into a springboard that will catapult them towards potential opportunity (that may never have presented itself had they been doing what they had always done to achieve the same results they always achieved).

When is the last time you rewarded yourself for failing?  Instead of mentally punishing yourself for not succeeding, buy yourself an ice cream cone (or a coffee – or some other desire of your heart) and say, "I'm one step closer to success!" Stop letting failure have the negative hold it has on your thoughts and emotions.  Use each step backwards as an opportunity to collect your wits as you strive to move forward – continuously seeking what life has yet to offer rather than accepting those things it has provided as our only reward.