Reaching Your Peak Performance

“Does your performance reflect your potential?” is a question posed by Scott Addis in the introduction of his new book.  It’s a question I have often asked of myself and of others over the years. Reaching your potential, hitting peak performance, and achieving your best self are different ways to talk about the subject of personal success.  I recently had the opportunity to talk with Scott about his thoughts on maximizing performance.

Confident people risk security to achieve higher levels of growth and independence. -Scott Addis

 

Scott Addis is the President and CEO of The Addis Group and Beyond Insurance, and author of SUMMIT: Reach Your Peak And Elevate Your Customers’ Experience. Beyond Insurance is a coaching and consulting company whose purpose is to transform the process that insurance agents, brokers and carriers use when working with clients. Scott is recognized as an industry leader having been awarded the Inc. Magazine’s “Entrepreneur of the Year” Award as well as “25 Most Innovative Agents in America”.

SUMMIT is divided into four elevations.  What are the four elevations?  Why is the book organized this way?

When it came to putting the material into a book, I thought it seemed natural to organize and edit the writings into a sequence that reflected a progression from individual skill development to business relationships to the customer experience.  Summit is therefore divided into the following four elevations:

 

Elevation I: Preparing for the Climb (Developing Your Personal Readiness)

Elevation II:  Setting up Base Camp (Preparing to Present Yourself to Others)

Elevation III:  On to the Summit (Focusing on the Customer Experience)

Elevation IV:  The Final Ascent (Discovering Your Inner Strengths)

In Elevation I, you emphasize the importance of paying attention to four performance indicators and developing them as the reader progresses.  One of these performance indicators is natural strength.  Why is it crucial to focus on honing natural strengths rather than improving weaknesses?

Every person who has ever lived has natural strengths (also known as Unique Abilities) though most people are not conscious of them.  Because of this lack of awareness, these people have not experienced the infinite rewards that come from being able to harness and develop their natural talents and pursue their passions wholeheartedly.  The more you are able to recognize your natural strengths and shape your life around them, the more freedom, success and happiness you will experience.  Your Unique Abilities (i.e., Natural Strengths) have four characteristics:

  1. A superior ability that other people notice and value
  2. Love doing it and want to do it as much as possible
  3. Energizing for you and others around you
  4. You keep getting better, never running out of possibilities for further improvement

Most individuals are not able to identify their natural strengths, let alone concentrate on them, because they are trapped by childhood training.  We learn at a young age that the secret to success in life is working on our weaknesses.  Unfortunately, it is the focus on weaknesses that results in a sense of deficiency, failure and guilt.  As a result, our lives are filled with frustration, wasted potential and missed opportunities.  Letting go of these “lack of abilities” to focus on the things you love is a key to maximizing your performance.

 

Innovation is the lifeblood of the peak performer. -Scott Addis

 

In Elevation III, you discuss the customer experience.  What is the customer experience?  Why are the first impressions so significant in building customer relationships?

The Customer Experience Journey is the sum of all experiences that the customer has with you and your firm, the actions and results that make the customer feel important, understood, heard and respected.  Each customer interaction molds and shapes the Journey.

A first impression is the mark you make in the first moments of interacting with someone.  This impression has a strong effect on one’s intellect, feelings, or conscience.

It is interesting to note that the brain is immensely perceptive and takes into account every minor detail of another’s facial features.  The sight and sound around us are picked up by sense organs and the signals are passed to the brain.  These signals are then compared to the memories of past experiences.  The interpretations of these signals play a key role in forming the first impression.Addis_jacket.indd

In your book, you write:  “Work-life balance remains my biggest challenge in my quest to reach the peak.”  How do you define work-life balance?  Why is it difficult to achieve equilibrium between the two?

The term “work/life balance” first appeared in the 1970’s.  The expression means having equilibrium among all the priorities in your life.  It is interesting to note that this state of balance differs from person to person.  However, if there is little or no balance over an extended period of time, the vast majority of people experience stress and, eventually, burnout.

Today’s intense, competitive business climate has created corporate cultures that demand more and more from professionals.  To get ahead, 60 to 70 hour work weeks appear to be the new standard.

Goal setting is also very important on the climb.  Why is mental imagery, or visualization, a key component of successful goal setting?

Visualization allows you to see yourself at some point in the future, while goals offer a road map to reach these visions.  There is nothing more rewarding than having visions, setting goals, launching into action and persisting until you reach your destination.  The key to goal setting is your ability to turn this vision into reality.

Mental imagery is essential to goal setting.  Your ability to see yourself at the point of goal actualization is a key component to successful goal setting.  Goal setting breaks down unless you have great clarity about your vision.

“The last few steps of the climb will be the toughest, yet the most rewarding. They will require mental toughness, commitment, drive, self-discipline, positive attitude, and positive self-image.  It is when you make your final ascent that you will discover your inner strengths.” –F Scott Addis

Why is a positive first impression so important?  What are some tips you can offer our listeners or readers on creating a positive first impression?

The Outs and Ins of Employee Loyalty

What’s In and What’s Out?

The era of employees signing up to work at a single company for their entire adult lives has long been over.  The importance of differentiating and branding yourself has never been more important.  The best employees have options. They are always on a recruiter’s radar. They often have a resume ready. If your best hope of retaining them is a counteroffer, then you have already lost the war. Consider these ideas if you want to increase your employee retention.

OUT

Helping employees only with their jobs and specific skills to improve productivity.

IN

Helping employees with their lives, which recognizes them as individuals who have needs outside of work.

OUT

Keeping employees at arm’s length and in a strict business relationship. Getting too close clouds your judgment.

IN

Taking the time to know them. Ignore the old advice and become friends. Employees are more likely to be loyal to someone considered a friend.

OUT

Telling employees that promotions are rare, that Jane is never going to retire and to “forget it,” that they will be blocked from transferring elsewhere.

IN

Brainstorming various ways to boost earnings, potential and career options to move within a company.

OUT

Employees nodding their heads like parrots at everything the boss says.

IN

Constructive disagreement, polite dissent, and compromise.

Employee Loyalty

OUT

The rulebook. Everything has a strict procedure and no room for individual deviations or decisions.

3 Leadership Development Tips to Help Bring Out the Leader in You

This is a guest post by Dale Carnegie Training, a company founded on the principles of the famous speaker and author of one of my classic favorites “How to Win Friends and Influence People.” Today, the company offers leadership training to help businesses and individuals achieve their goals.

As the year comes to an end, now is the perfect time for business professionals to reflect on the past year, review what they did well, and determine what skill set areas need improvement. One skill that every businessperson should possess is leadership. Great leadership qualities are a key to success and allow people to be able to take charge of situations to ultimately get the job done. No matter what field you are in, having good leadership skills is critical to your success. Use the following tips and insights from Dale Carnegie Training, one of the leaders in leadership training, to help bring out your inner leader.

 

Act enthusiastic and you will be enthusiastic. –Dale Carnegie

 

Work on Your People Skills

One skill that is often overlooked in the business world is people skills. More than just being social and likeable, people skills allow you to understand how to deal with other people in an efficient and positive manner. This skill can ultimately help leaders win business simply by creating positive experiences for people with whom they interact. People skills are also extremely important in resolving conflict and can help leaders keep team members motivated and engaged at all times. By learning how to interact with others in an effective way, you will be able to better collaborate with your team to ultimately reach company goals.

 

Our thoughts make us what we are. –Dale Carnegie

 

Communication is Key

In order to effectively lead, one must become an expert in communication. The way people communicate can instantly cause a positive or negative reaction, which can greatly affect the outcome of any situation. Leaders should be able to inspire others while also remaining confident and professional.

Good listening skills are also a big part of effective leadership and communication. By listening to those around you, and keeping the lines of communication open, you will have a better understanding of the wants, needs and ideals that are critical to fostering a successful environment.

 

Any fool can criticize, condemn and complain-and most do. –Dale Carnegie

 

Invest in Leadership Training

For some, being a leader comes naturally. However, most leaders could greatly benefit from management training programs to help them develop and fine-tune these skills. Look for leadership development learning opportunities. Whether you find a seminar offered through your company, or opt to take an online course on your own, these seminars can be extremely beneficial and can help improve communication and interpersonal skills. Leadership training can provide useful tips, insights and valuable hands-on experience. Even if your company doesn’t offer training opportunities, make it a point to find training opportunities for yourself and be proactive about your leadership.

 

Better Communication, Not Just More Communication

Counterintuitive Advice

  • Want better communication?  Stop talking.
  • Think technology will help?  Expect less from technology and more from people.
  • Want to go forward?  Start by backing up.
  • Think being yourself is the answer?  Think again—it’s an excuse for Neanderthal behavior.
  • Ever been told that asking questions helps?  Questions actually make many conversations worse.
  • Want to meet aggression with force?  Bring a stick to a knife fight instead.

Geoffrey Tumlin makes all of these counterintuitive suggestions—and more—in his new book Stop Talking, Start Communicating: Counterintuitive Secrets to Success in Business and in Life. Suggestions like this pull me in and force my brain into arguments with my assumptions. Studying great communicators is something I have done my whole life because I’m always interested in better ways to connect, to understand, and to listen. Geoffrey’s book doesn’t disappoint. It’s filled with practical advice to improve our communication in the digital age.

Geoffrey Tumlin is a communication expert and an organizational consultant. He’s the founder and CEO of Mouthpeace Consulting, a communication consulting firm, and the president of On-Demand Leadership, an organizational development company. He’s a West Point graduate who also holds a PhD in communication from the University of Texas at Austin.

GT_Torch_TU

 

Good communication = Good Relationships = Good Life

Geoff, your book Stop Talking, Start Communicating: Counterintuitive Secrets to Success in Business and in Life is packed with advice from beginning to end. As you point out, good communication = good relationships = good life, so improving our communication helps us in all aspects of our lives. How has communication in the digital age challenged us and changed the game?

 

The fastest way to improve your communication is to stop talking. –Geoffrey Tumlin

 

The digital communication revolution of the last two decades has given us more ways than ever to connect with each other. The paradox is that these new capabilities have combined with our innate love of communicating and have led to hypercommunication: our inboxes overflow, our phones incessantly vibrate with text messages, and it’s difficult to keep up with the ceaseless conversations on social media. To cope with our increased communication loads, we’re sending more messages than ever, but we’re spending less time on each message. Our hypercommunicating environment doesn’t lead to productive and meaningful connections; it leads to rushed, distracted, and error-prone interactions. The ability to communicate with anyone, anywhere, at any time should have ushered in the golden age of communication. Unfortunately, it has all too often scattered our attention, strained our relationships, and degraded our interactions. Our challenge is to turn that around so that the most powerful communication devices in human history don’t come between us; they bring us closer together instead.

 

3 Guiding Communication Habits In the Digital Age

Let’s focus on the three guiding habits you say are critical in the digital age. Tell us more about each one of these habits and how to put them into practice.

It’s important to remember that these are guiding habits, not rigid orders. If you adopt these three behaviors, and if you incorporate them into your interactions, your communication will steadily improve. These three guiding habits will be like a tide that rises to lift all of your relationships.

 

Listen like every sentence matters; talk like every word counts. –Geoffrey Tumlin

 

1. Listen like every sentence matters.

Improve Your Happiness At Work

Kevin Kruse is a New York Times bestselling author, former CEO, speaker, and a blogger.  His newest book is Employee Engagement for Everyone.

Kevin, thanks for talking with me about your new work.  Previously, you’ve written for companies and managers.  Your latest book is aimed at everyone who wants to be happier at work.

What is “engagement” and why should anyone care?

Engagement is similar to being happy at work, but it’s a little deeper. Engagement is the emotional commitment someone has to their organization and the organization’s objectives. When we care more, we give more discretionary effort. Whether we are in sales, service, manufacturing or leadership, we will give more, the more engaged we are. Not only is this good for a company’s bottom line, but when we are engaged at work, we also end up being a better spouse and parent, and we have improved health outcomes.

How is commSpeechunication connected to engagement?

Communication is one of the top drivers of engagement. It is sort of the “backbone” that runs through the other primary drivers of Growth, Recognition and Trust.

What are your top three tips for improving communication?