Scare Tactics

I might be unable to sleep after listening to the news tonight.  All we get through the media seems to be fear, innuendo, raking up the distant past and hate for everyone who disagrees with our position.  Whatever happened to fixing problems instead of just pointing them out? Why don't we talk about the future instead of the past?  Let's help people instead of hating them.  Why don't we build instead of tearing down?  Let's laugh.  I am tired of crying, failing and being overwhelmed by my circumstances.


Any fool can scare you but it takes a bold leader to establish peace.  I'm putting my money on the Prince of Peace and the Kingdom He will establish through His power to calm troubled waters.  Show me a leader who thrives on scaring people or majors on hurting others and I will show you someone to avoid like the plague.


I am determined to be a problem-solver.  Our organization majors on identifying the solutions that will solve the greatest problems first, enjoying the journey and discovering our potential to lead the most fulfilling life possible.  I do not just exist to use up other peoples oxygen, I have a purpose and I am diligently pursuing it with all my energy.  I am focused and on-point.  Join me in making a difference in my world.  We deliver solutions to manage your giftedness so you can have the greatest impact possible on the world in which God has placed you. Be a leader and have fun now while you still have the time and opportunity.

A Warning 

"1Then Jesus said to the crowds and to his disciples: ² “The teachers of the law and the Pharisees sit in Moses’ seat. ³ So you must be careful to do everything they tell you. But do not do what they do, for they do not practice what they preach.⁴ They tie up heavy, cumbersome loads and put them on other people’s shoulders, but they themselves are not willing to lift a finger to move them. ⁵ “Everything they do is done for people to see: They make their phylacteries^[a] wide and the tassels on their garments long;⁶ they love the place of honor at banquets and the most important seats in the synagogues; ⁷ they love to be greeted with respect in the marketplaces and to be called ‘Rabbi’ by others. ⁸ “But you are not to be called ‘Rabbi,’ for you have one Teacher, and you are all brothers. ⁹ And do not call anyone on earth ‘father,’ for you have one Father, and he is in heaven. ¹⁰ Nor are you to be called instructors, for you have one Instructor, the Messiah. ¹¹ The greatest among you will be your servant. ¹² For those who exalt themselves will be humbled, and those who humble themselves will be exalted."   Matthew 23 (NIV)

Harvest America

What if on One Day, churches from all over the nation brought in the Harvest Crusade and streamed it live right into their church? At last year's Harvest, individuals watched the live stream broadcast from every state of the union and 32 countries around the world! Now, with HD-quality video available through Internet streaming and satellite, people could fill churches, theaters, coffee houses, and living rooms, linking together as One Church in thousands of locations.

For what purpose? One Message! The only message that can save a soul—the simple proclamation of the gospel, which will be given from a gifted evangelist, Greg Laurie.

And if this is repeated over the next three years, we could conservatively see more than five million people in live-stream events and effectively see some 500,000 professions of faith! That's more than we've seen in our 22-year history of Harvest Crusades!

Will you consider joining hundreds of other churches across America on August 26 as we seek to bring hope to a nation? From promotions to the follow-up process, the websites below, will provide churches and individuals with all the tools and resources needed to host a successful evangelistic event for your community, whether you host it at your church, a neutral venue, or in your living room.

For more information: http://www.danielsouthernmanagement.com/Harvest-America-.html  and  http://harvestamerica.com/about/what-is-harvest-america.html

Leading Questions

Today one of our partners gave me three leading questions to ask any client when offering them one of our products or services.

1. Do you have a preference as to where I should sit?

2. May I ask you a few questions?

3. What will you be talking about after I leave?

Let's take a look at why these seemingly innocuous questions may be useful and in the process and allow us to share our corporate perspective on what we do, why we do it and how we intend to do it.

Do you have a preference as to where I should sit?

- asking permission for something as basic as taking a seat, puts the client in control and diffuses any concern they may have that we will be over-bearing or too forceful; it puts our client into the driver's seat.

It is important for all representatives of services to remember they exist "to serve." Because we may have a more thorough understanding of a particular subject than our client does, it is easy to develop the mindset that we know more than the client does about what is good for them and therefore have the right to push them to make the "correct" decision.

Our representatives are directed to be humble and helpful to the greatest extent possible. The customer is always in control of the process and we will move at their pace as decisions are made. We are experts in the fields which we represent and strive to be one of the most helpful resources possible, but the expert is there to serve at all times and not to lead the client somewhere they do not wish to go. The client leads the conversation and we follow with the best possible advice we can muster.

May I ask you a few questions?

- this avoids the pressure of prying into the client's business without their invitation and assures them that we are there to listen as well as to offer advice.

A great salesperson does not sell anything to their clients. The agent offers helpful resources and advice which will benefit the client. Terms like "salesman" and "prospect" often conjure up images of manipulative and pushy individuals who are only out for themselves; looking for gullible pigeons to pluck. It is our opinion that if we are not blessing our client, we are failing by all the measures that really count.

It is permissible to lead by asking helpful questions, but this is done to effectively uncover the true need our services are meant to address. Therefore the art of listening and taking notes is prized by the Daniel Southern Management Group and among all our associates. We are seeking long-term relationships that could literally last for generations. In order to accomplish this objective we must establish inviolate trust. We concentrate on earning our client relationships over time by the service we provide.

What will you be talking about after I leave?

- here is a way to gain insight into what you were unclear in explaining and will show you where your desire to help, may have been deficient.

On the surface, this question may seem quite odd and even intrusive. Perhaps it could be phrased a little more delicately by asking, "If I could read your mind right now, would there be anything I would try to explain in more detail or with more care?" If there are unanswered questions, it is not the client's fault but ours. Perhaps we did not listen carefully enough to effectively communicate on every point we should have touched upon. You see, clear and effective communication is what we are seeking in all interactions with our clients. Clear communication is not what we meant to say but what the client actually heard or received through their understanding. It is up to our representative to penetrate the wall of misunderstanding that so often exists in any exchange. We take the responsibility for making sure we have done the utmost to allow our client to clearly understand what we are saying and that we understand what they are saying. We are striving for a perfect understanding between the two parties. We prize clear communication and do everything in our power to facilitate it.

These three questions reveal three principals on which our business is built every day; humble service, inviolate trust and clear communication. We hope your experience with us will exceed all our expectations of ourself.

To-Do Lists

To-Do Lists Don't Work

by Daniel Markovitz

Stop making to-do lists. They’re simply setting you up for failure and frustration. Consider the to-do lists you’re currently managing: how many items have been languishing since Michelle Bachman was leading the field for Republican nomination? How often do you scan your list just so that you can pick off the ones you can finish in two minutes? How many items aren’t really to-do at all, but rather serious projects that require significant planning?

There are five fundamental problems with to-do lists that render them ineffective.

The paradox of choice. Barry Schwartz and Sheena Lyengar explored the problems created by having too many choices. Schwartz points out that increasing the number of choices we have — Single-ply or two-ply? Quilted or flat? Aloe-infused or extra soft? — actually increases our negative emotions because our sense of opportunity cost increases. In complementary research, Lyengar has shown that our brains can only handle about seven options before we're overwhelmed. It's easier for us to make decisions and act when there are fewer choices from which to choose. Looking at the 58 items on your to-do list will either paralyze you or send you into default mode: checking email for an hour instead of doing real work.

Heterogeneous complexity. When your list contains some tasks that are three minutes long and some that are 33 minutes, you'll invariably focus on the shorter one for the psychological payoff and dopamine release that comes from crossing an item off your list. That means some of those tasks — proofreading the 135 pages of the new employee benefits handbook — will wait for a long, long time.

Heterogeneous priority. When your list comprises items of varying priorities, you tend to take care of the "A" priorities and let the "C" priorities lie fallow...until it becomes an "A" priority itself. But would you rather take care of your car maintenance when it's a "C" priority, or when it's an "A" priority: when your car breaks down at 3 AM outside the Mojave Desert, 175 miles from home?

Lack of context. To-do lists don't provide sufficient context for the tasks to help you determine what you should work on. All tasks look the same on paper — three or four words on a line. But it doesn't capture or display the vital bits of information you need: how long will each task take? And the corollary: how much time do you have available? If you can't answer these questions, you can't intelligently decide what you should be working on.

Lack of commitment devices. To-do lists don't prevent you from choosing the most pleasant tasks over the most important (and often most difficult) ones because they lack "commitment devices" that lock you into a course of action that you might not otherwise choose. The Chinese general Han Xin used geography as a commitment device: he positioned his soldiers with their backs to a river so they couldn't run away from the enemy. Much less dramatically, software that disables your internet access for a predetermined time period acts as a commitment device.

The alternative to the feckless to-do list is what I call "living in your calendar." That means taking your tasks off the to-do list, estimating how much time each of them will consume, and transferring them to your calendar. (Don't forget to leave time to process your email. And leave some empty space — one to two hours — each day to deal with the inevitable crises that will crop up.) In essence, you're making a production plan for your work.

Deciding which item to handle at what time overcomes the paradox of choice, compensates for the intrinsic heterogeneity of your work, provides the context of deadlines and other commitments, and provides a (soft) commitment device to help you do the right thing at the right time.

It's an eye-opening exercise: you'll probably find that it's tough — if not impossible — to find a place for everything. But this is the reality of your life. You've simply used the calendar to paint a true picture of the time commitments you have on your plate. And whether or not you make these commitments visible, they're there. After all, if you're going to be run over by a truck, you might as well get its license plate.

Putting your work in the calendar enables you to better determine whether or not you can (or should) say yes to a new project. And if you do say yes, you can better determine when you realistically might be able to get it done.

You might think, "There's no way I could tell my boss that I can't do this by mid-February." But I'd argue that you have to say no. The CFO says no when the president wants to move into a new building or hire new people, and the company can't afford it — that's part of her fiduciary responsibility. You have the same kind of responsibility — to set expectations about what can be accomplished with the amount of production time you have available.

So do yourself a favor: ditch the to-do lists, and start living in your calendar today.

Seven Habits to Avoid

Eric Jackson, Contributor

The Seven Habits of Spectacularly Unsuccessful Executives

Sydney Finkelstein, the Steven Roth Professor of Management at the Tuck School of Business at Dartmouth College, published “Why Smart Executives Fail” 8 years ago.

In it, he shared some of his research on what over 50 former high-flying companies – like Enron, Tyco, WorldCom, Rubbermaid, and Schwinn – did to become complete failures. It turns out that the senior executives at the companies all had 7 Habits in common. Finkelstein calls them the Seven Habits of Spectacularly Unsuccessful Executives.

These traits can be found in the leaders of current failures like Research In Motion (RIMM), but they should be early-warning signs (cautionary tales) to currently unbeatable firms like Apple (AAPL), Google (GOOG), and Amazon.com (AMZN).

Here are the habits, as Finkelstein described in a 2004 article:

Habit # 1: They see themselves and their companies as dominating their environment.

This first habit may be the most insidious, since it appears to be highly desirable. Shouldn’t a company try to dominate its business environment, shape the future of its markets and set the pace within them? Yes, but there’s a catch. Unlike successful leaders, failed leaders who never question their dominance fail to realize they are at the mercy of changing circumstances. They vastly overestimate the extent to which they actually control events and vastly underestimate the role of chance and circumstance in their success.

CEOs who fall prey to this belief suffer from the illusion of personal pre-eminence: Like certain film directors, they see themselves as the auteurs of their companies. As far as they’re concerned, everyone else in the company is there to execute their personal vision for the company. Samsung’s CEO Kun-Hee Lee was so successful with electronics that he thought he could repeat this success with automobiles. He invested $5 billion in an already oversaturated auto market. Why? There was no business case. Lee simply loved cars and had dreamed of being in the auto business.

Warning Sign for #1: A lack of respect

Habit #2: They identify so completely with the company that there is no clear boundary between their personal interests and their corporation’s interests.

Like the first habit, this one seems innocuous, perhaps even beneficial. We want business leaders to be completely committed to their companies, with their interests tightly aligned with those of the company. But digging deeper, you find that failed executives weren’t identifying too little with the company, but rather too much. Instead of treating companies as enterprises that they needed to nurture, failed leaders treated them as extensions of themselves. And with that, a “private empire” mentality took hold.

CEOs who possess this outlook often use their companies to carry out personal ambitions. The most slippery slope of all for these executives is their tendency to use corporate funds for personal reasons. CEOs who have a long or impressive track record may come to feel that they’ve made so much money for the company that the expenditures they make on themselves, even if extravagant, are trivial by comparison. This twisted logic seems to have been one of the factors that shaped the behavior of Dennis Kozlowski of Tyco. His pride in his company and his pride in his own extravagance seem to have reinforced each other. This is why he could sound so sincere making speeches about ethics while using corporate funds for personal purposes. Being the CEO of a sizable corporation today is probably the closest thing to being king of your own country, and that’s a dangerous title to assume.

Warning Sign for #2: A question of character

Habit #3: They think they have all the answers.

Here’s the image of executive competence that we’ve been taught to admire for decades: a dynamic leader making a dozen decisions a minute, dealing with many crises simultaneously, and taking only seconds to size up situations that have stumped everyone else for days. The problem with this picture is that it’s a fraud. Leaders who are invariably crisp and decisive tend to settle issues so quickly they have no opportunity to grasp the ramifications. Worse, because these leaders need to feel they have all the answers, they aren’t open to learning new ones.

CEO Wolfgang Schmitt of Rubbermaid was fond of demonstrating his ability to sort out difficult issues in a flash. A former colleague remembers that under Schmitt,” the joke went, ‘Wolf knows everything about everything.’ In one discussion, where we were talking about a particularly complex acquisition we made in Europe, Wolf, without hearing different points of view, just said, ‘Well, this is what we are going to do.’ Leaders who need to have all the answers shut out other points of view. When your company or organization is run by someone like this, you’d better hope the answers he comes up with are going to be the right ones. At Rubbermaid they weren’t. The company went from being Fortune’s most admired company in America in1993 to being acquired by the conglomerate Newell a few years later.

Warning Sign for #3: A leader without followers

Habit #4: They ruthlessly eliminate anyone who isn’t completely behind them.

CEOs who think their job is to instill belief in their vision also think that it is their job to get everyone to buy into it. Anyone who doesn’t rally to the cause is undermining the vision. Hesitant managers have a choice: Get with the plan or leave.

The problem with this approach is that it’s both unnecessary and destructive. CEOs don’t need to have everyone unanimously endorse their vision to have it carried out successfully. In fact, by eliminating all dissenting and contrasting viewpoints, destructive CEOs cut themselves off from their best chance of seeing and correcting problems as they arise. Sometimes CEOs who seek to stifle dissent only drive it underground. Once this happens, the entire organization falters. At Mattel, Jill Barad removed her senior lieutenants if she thought they harbored serious reservations about the way that she was running things. Schmitt created such a threatening atmosphere at Rubbermaid that firings were often unnecessary. When new executives realized that they’d get no support from the CEO, many of them left almost as fast as they’d come on board. Eventually, these CEOs had everyone on their staff completely behind them. But where they were headed was toward disaster. And no one was left to warn them.

Warning Sign for #4: Executive departures

Habit #5: They are consummate spokespersons, obsessed with the company image.

You know these CEOs: high-profile executives who are constantly in the public eye. The problem is that amid all the media frenzy and accolades, these leaders’ management efforts become shallow and ineffective. Instead of actually accomplishing things, they often settle for the appearance of accomplishing things.

Behind these media darlings is a simple fact of executive life: CEOs don’t achieve a high level of media attention without devoting themselves assiduously to public relations. When CEOs are obsessed with their image, they have little time for operational details. Tyco’s Dennis Kozlowski sometimes intervened in remarkably minor matters, but left most of the company’s day-to-day operations unsupervised.

As a final negative twist, when CEOs make the company’s image their top priority, they run the risk of using financial-reporting practices to promote that image. Instead of treating their financial accounts as a control tool, they treat them as a public-relations tool. The creative accounting that was apparently practiced by such executives as Enron’s Jeffrey Skilling or Tyco’s Kozlowski is as much or more an attempt to promote the company’s image as it is to deceive the public: In their eyes, everything that the company does is public relations.

Warning Sign of #5: Blatant attention-seeking

Habit #6: They underestimate obstacles.

Part of the allure of being a CEO is the opportunity to espouse a vision. Yet, when CEOs become so enamored of their vision, they often overlook or underestimate the difficulty of actually getting there. And when it turns out that the obstacles they casually waved aside are more troublesome than they anticipated, these CEO shave a habit of plunging full-steam into the abyss. For example, when Webvan’s core business was racking up huge losses, CEO George Shaheen was busy expanding those operations at an awesome rate.

Why don’t CEOs in this situation re-evaluate their course of action, or at least hold back for a while until it becomes clearer whether their policies will work? Some feel an enormous need to be right in every important decision they make, because if they admit to being fallible, their position as CEO might seem precarious. Once a CEO admits that he or she made the wrong call, there will always be people who say the CEO wasn’t up to the job. These unrealistic expectations make it exceedingly hard for a CEO to pull back from any chosen course of action, which not surprisingly causes them to push that much harder. That’s why leaders at Iridium and Motorola (MMI) kept investing billions of dollars to launch satellites even after it had become apparent that land-based cell phones were a better alternative.

Warning Sign of #6: Excessive hype

Habit #7: They stubbornly rely on what worked for them in the past.

Many CEOs on their way to becoming spectacularly unsuccessful accelerate their company’s decline by reverting to what they regard as tried-and-true methods. In their desire to make the most of what they regard as their core strengths, they cling to a static business model. They insist on providing a product to a market that no longer exists, or they fail to consider innovations in areas other than those that made the company successful in the past. Instead of considering a range of options that fit new circumstances, they use their own careers as the only point of reference and do the things that made them successful in the past. For example, when Jill Barad was trying to promote educational software at Mattel, she used the promotional techniques that had been effective for her when she was promoting Barbie dolls, despite the fact that software is not distributed or bought the way dolls are.

Frequently, CEOs who fall prey to this habit owe their careers to some “defining moment,” a critical decision or policy choice that resulted in their most notable success. It’s usually the one thing that they’re most known for and the thing that gets them all of their subsequent jobs. The problem is that after people have had the experience of that defining moment, if they become the CEO of a large company, they allow their defining moment to define the company as well – no matter how unrealistic it has become.

Warning Sign of #7: Constantly referring to what worked in the past

The bottom line: If you exhibit several of these traits, now is the time to stamp them out from your repertoire. If your boss or several senior executives at your company exhibit several of these traits, now is the time to start looking for a new job.