Glazer-Kennedy Blog

You’re Fired!

by Dan Kennedy on August 1, 2011

A while back, Donald Trump became the 2,327th person to get a star on the Hollywood Walk Of Fame.

Almost before the glue dried, but then his TV show was rather abruptly cancelled. Somebody at NBC called and said: “You’re Fired.”

That’s life.

Tom Monaghan once said he went from the World’s Wonder Boy to the Village Idiot almost overnight. Personally, I’ve never actually been fired, but there are plenty of times when I should be, but if I fire me, there’ll be nobody to do the work. I know what ignominy is. I’ve been in bankruptcy court, I’ve been thrown out of a trade association, I’ve been served divorce papers.

At some point, usually more than once, everybody who’s doing much of anything gets their teeth kicked in. Goes from being the most popular king to the outcast nobody admits knowing. Has a series of really, really, really bad days. Fortunes turn.

Michael Eisener led a renaissance at Disney and was then driven from the kingdom. He’s far from the first or last CEO to have that experience.

There’s little of interest in any of these many fall-from-grace stories, although the public and the press take so much delight in the embarrassing crashes off pedestals you can almost hear a collective snarling and chewing of bones.

Most of the fall from grace stories are maudlin and representative of remarkable stupidity and smallness and arrogance or greed or absence of control, and poking around in all that only leads to a need to shower.

What’s interesting and instructive is those who are unabashed, who are quickly resilient, who achieve redemption, who have a greater and grander next act. From those people, there are philosophical, attitudinal and methodical, operational object lessons. A comeback story is infinitely more instructive than a success story.

Over the long haul, this ‘resiliency’ may be the single most important of all personal characteristics.

How well you can take a punch.

How quickly you can recover.

How you can weather storms of criticism or humiliation. How adept you are at reinvention.

If you want to cultivate a characteristic, this is the one. And one way to do so is with the little stuff. The day to day.

A lot of people are easily de-railed. Easily put into a funk lasting hours or even days.

Easily compromise or sacrifice their agenda. The breeze from a missed punch is sufficient to send them to the canvas. They wonder why they don’t get a lot more accomplished. It’s their glass jaw.

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{ 16 comments }

I was recently going over Sydney Biddle Barrows material, particularly her “training class” for the ‘escorts’, I was reminded that I have always viewed selling as performing, a sales presentation as a performance – and that I tend to forget, most salespeople do not share my view, or Sydney’s.

This viewpoint translates in many practical ways, including scripting; rehearsal and practice; attention to detail; pride in the performance itself….as opposed to saying any damned thing that comes to mind in any random order, winging it, using any old pen or pad, no props, and so on. Ernie Kessler, who has since died , a superb speaker/platform salesperson (who is in the Platform Selling Boot Camp program with Ron LeGrand and I) had his presentation choreographed….so he took his sip of water at the same minute, against the same phrase every time. I’ve always sold that way.

That’s important if you happen to sell, face to face, by phone, from the stage, and very, very, very few folks have the self-discipline to perform professionally like this, even when it is pointed out to them as the difference between a peak performer and an also-ran. But it is also a metaphor for whatever you do. One of the great speakers I’ve had opportunity to work with and learn from, Bill Gove, had a talk: “Are You A Pro?” Most people simply aren’t.

Woody Allen famously remarked that 50% of success was “showing up.” Too many people stop there, and get 50% of what they could – if they showed up as a real Pro. Alert. Prepared. Practiced. Primed in every way to deliver an extraordinary performance and get extraordinary results.

Nido Qubein and Tom Hopkins who both spoke at previous SuperConferences are speakers we all recognize as consummate professionals. But why shouldn’t you be a consummate professional doing whatever you do? And imagine a whole business staffed by consummate professionals.

The person taking phone calls, a consummate pro, with practiced scripts, polished skills. The salespeople, the service people. The guy putting the packages in the trunk of the car. Each person viewing their job as “Performance Art”. Such businesses are rare – and usually ENORMOUSLY profitable, as they are fueled by zealous word of mouth advertising, spend little or nothing on paid advertising and keep all that money as profit.

In fact, professionalizing yourself and everyone in your business might be the best way to boost net profits.

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3 Ways to Quickly Double Your Mailing List

by Brian Horn07.06.2011

While most of us are aware that “the money is in the list,” we also know that it can be very difficult to get that list in the first place. Struggling to get that first dozen or so sign ups is one frustration many small business owners encounter, but one which is even more common [...]

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Are You Really “IN” Control?

by Dan Kennedy06.27.2011

Years ago, you’d walk the streets of New York and see homeless folks all over the place, many with mental problems, muttering to themselves, or talking loudly at no one or at everyone or at each person who passed.
It was disconcerting at minimum; intimidating, frightening or depressing at times.
These days, a lot of the homeless [...]

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One Step At A Time?

by Dan Kennedy06.20.2011

Within 12 weeks of deciding that every store needed an HR manager, Home Depot had interviewed 3,000 people, hired 1,300, trained them and had them in place. Also, during their peak growth year of 2004, they opened a new store every 48 hours. What do you make of such things?
Most of you know my favorite [...]

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I Can Raise the Dead

by Dan Kennedy06.14.2011

You’ve heard that “you can’t raise the dead.” Well, very recently, with a marketing campaign I got response from a dead guy. So I can raise the dead. Amazing. But if you were fortunate enough to be on my group call with the folks in my personal coaching groups, you heard tell of even more [...]

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Are You Competent?

by Dan Kennedy06.06.2011

It Really Isn’t Hard To Have The World Clamoring For You
(and: how to make next year your best money year ever)
It has reached the point where I am annoying A LOT of people by turning them away and being unavailable to speak or consult or write, weeks to months tardy in responding to correspondence from [...]

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Just Stay Away From Them… If You Can

by Dan Kennedy05.31.2011

The Shadow knows. And so do I.
With another holiday weekend behind us, you may have encountered “friends”, family and relatives, and others with evil intent, conscious or not.
Some will attempt to slime you with GUILT. Simply because you are doing better than they, notwithstanding that you exhibit initiative and they exhibit none, they will attempt [...]

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Should You Pay Attention?

by Dan Kennedy05.23.2011

Very Good News: You can finally, completely stop worrying about Al Gore’s global warming. We are all destined to die of something else instead.
A front page headline on USA TODAY read:
90% of the ocean’s edible species may be gone by 2048, study finds
Having North Korea, Iraq, Iran, etc. isn’t enough. They have to devote half [...]

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Are You Too Jaded?

by Dan Kennedy05.16.2011

This is one I am writing for myself. You can read it if you want to, but it’s really for me. (I’m toying with starting to write all these for myself. I need a lot of counseling, so it seems like a clever and efficient way to use this time.)
Many moons ago – a phrase [...]

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