AuthorRyan Hawk

Episode 221: Phil Jones – What To Say To Influence And Impact Others (Magic Words)

Episode 221: Phil Jones – What To Say To Influence And Impact Others (Magic Words)

Phil started in business at just 14 years of age and clearly demonstrated the qualities of a budding entrepreneur. Following developing a number of successful business ventures through his teens, Phil decided to embrace the corporate world and joined the Management training program of one of the UK’s leading department store groups.
Within months of joining and at the age of just 18, Phil was rewarded with the role of Sales Manager and was soon running teams of people, responsible for sizable turnovers and gaining some very impressive results.

Phil’s passion to “Teach The World To Sell”, now sees him traveling the globe speaking to a breadth of audiences, from small business owners to workforces and mass organizations, spreading his message and sharing his highly credited teachings. To date he’s spoken in 56 different countries across five continents and with his growing popularity, he’s expected to add many more to his roster.

Episode 221: Phil Jones – What To Say To Influence And Impact Others (Magic Words)

Subscribe on iTunes  or Stitcher Radio

The Learning Leader Show

“I Learned That Success Leaves Clues.”

Show Notes:

  • Sustained Excellence:
    • Dogged determination
    • Curiosity – Continue to demand improvement from self
    • Detach self of the outcome – be of service to your customer. Celebrate quietly in the background when the client wins
  • How he learned to hustle:
    • Came from a home without much money… Learned to sell his mom’s sandwiches at lunch. Then started a business going door to door offering to wash cars for money
    • He grew to make more money than his teachers when he was 15
      • “How much money are you making sir?” — Phil would say to teachers when they criticized him for missing class
    • By 18, he was named the youngest sales manager in fashion retailer Debenhams, history
  • Day to Day
    • Phil delivers 100 keynote presentations a year
    • “Respect is something that is to be earned”
  • Ridiculous goal — “Get my book in front of one million people”
  • Using Magic words
    • “I’m not sure if it’s for you, but…”
  • “Magic words are words that speak right to the subconscious of our brain”
  • If you change 1 or 2 words, it can change everything. You must learn, train, and prepare… Write a script
    • “You still cry at movies… But the actor is reading a script. It’s not real. You need to learn to read scripts.”
  • Magic Word/Phrase
    • “You wouldn’t happen to know…” — Create a path of least resistance for a referral
  • How has Phil learned what he teaches?
    • “120,000 negotiations. Messing up. Being brave enough to say what works and what doesn’t.”
  • Magic Word/Phrase
    • “How open minded are you?” — When you’re trying to internally sell a new idea, this works. Everyone wants to see themselves as open minded. This phrase primes the brain to be more open minded to a new idea. It helps people opt in to your idea.
  • How to open a keynote speech?
    • Ask questions of the audience…
      • “Change one word to change everything” (Listen for more in depth story. This was a really good part. Around the 26:30 mark)
  • “Questions start conversations, conversations lead to relationships, relationships lead to opportunities.”
  • Methods for prospecting:
    • You don’t need to knock on every door
    • A great story on what you would do if you lost a child at a department store (again… must listen)
    • “Go look for who you really want.” You must identify those people
    • Define who they are…
    • “You wouldn’t happen to know?”
  • How he runs/manages his business and prospects
    • Franchises, MLMs, Healthcare space
    • Referrals, gifts, emails, calls
    • Utilizing Robert Cialdini’s method for reciprocity… “They end up thanking ME!”
    • 3rd party credibility and permission
  • Magic Word/Phrase:
    • “Just one more thing…” — TV detectives in the 80’s and 90’s
    • This helps both upsells AND downsells (sometimes you won’t get the huge deal initially… Must work your way in to build the relationship starting small)
  • Magic Word/Phrase:
    • “Most People…” — “This helps you tell people what to do without telling them what to do.”
    • People love to be led. Example: Yelp reviews
    • When people are stuck being indecisive… “Look, what most people do…”
  • Learning Leader = Leaders are always learning. “You’ve never arrived. You’re always becoming.”
    • Good, Better, or Best: What do you want?
      • You want to be better… Always striving to improve

“Questions start conversations. Conversations lead to relationships. Relationships lead to opportunities.”

Social Media:

More Learning:

Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

Episode 216: Jim Collins — How To Go From Good To Great

Episode 179: How To Sustain Excellence – The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

Episode edited by the great J Scott Donnell

The Learning Leader Show is supported by Callaway Golf. We have partnered to give away The #1 selling Driver in 2017.  The Callaway GBB Epic Driver.  This club is valued at $499 and we are giving one away to a loyal listener of the show.  To enter the drawing: Tweet (or post on Instagram) a favorite leadership quote from an episode of The Learning Leader Show and tag/@ me on Twitter or Instagram.

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Episode 220: Robert Greene – The Laws Of Power & Mastery

Episode 220: Robert Greene – The Laws Of Power & Mastery

Robert Greene is an American author and speaker known for his books on strategy, power and seduction. He has written five international bestsellers: The 48 Laws of Power, The Art of Seduction, The 33 Strategies of War, The 50th Law and Mastery. In addition to having a strong following within the business world and a deep following in Washington, DC, Greene’s books are hailed by everyone from war historians to the biggest musicians in the industry (including Jay-Z and 50 Cent).

Episode 220: Robert Greene – The Laws Of Power & Mastery

Subscribe on iTunes  or Stitcher Radio

The Learning Leader Show

“Do Not Speak Unless You Can Improve Upon The Silence.”

Show Notes:

  • Sustained Excellence:
    • Self Mastery
    • Self Control — “We are emotional animals, governed by emotions. It can get you in trouble.”
    • Self Discipline
    • Flexibility — Ability to adapt
  • Why Napoleon was successful? He had a front line obsession
  • Writing a book with 50 Cent
    • “Never let your guard down”
  • Law 4 – Always say less than necessary. “Do not speak unless you can improve upon the silence.”
    • Learn the power of being quiet
    • If you’re upset about an email, do not respond emotionally. Wait 24 hours and then respond with a level head
  • Law 9 – Win Through Your Actions, Never Through Argument. “Demonstrate, do not explicate.”
    • Commit to action. Words are devalued
    • “Show them. Don’t talk.”
  • Law 10 – Infection: Avoid The Unhappy and Unlucky
    • You are the average of the 5 people you spend the most time with
    • “We absorb the energy of other people.”
    • Look to “level up” your peer group at all time”
  • How to deal with a person in a power position who you do not like or respect?
    • Do not let them see you upset. Do not show them emotion (when they try to rile you up)
  • Did President Trump read The 48 Laws of Power? He appears to have used some of the laws to help get elected:
    • Law 6 – Court attention at all cost
    • Law 17 – Keep others in suspended terror. Cultivate an air of unpredictability
    • Law 27 – Play on people’s need to believe to create a cult like following
  • Very common in business for an “aggressive, loud yeller” to push people around and somehow get promoted… But once they have to actually lead and manage people, they fail miserably
  • Rappers, movie stars, athletes quoting (even tattooing) The 48 Laws. How has that impacted you? Great satisfaction, but even more from “regular” people who email him and said his work helped them start a business or quit a bad job.
  • “Sometimes you don’t know what you’re intended to do. It pays to have an open mind.” — Robert didn’t write The 48 Laws of Power until he was 38 years old
  • “The human brain does not learn unless it is excited”
  • Cesar Rodriguez — “Trust The Process” — You must get reps, reps, reps in order to achieve any level of excellence
    • Think long term and put in the necessary work to be great
  • Advice: “You were born with a purpose. Tap into what makes you different and unique. There is tremendous pressure to fit in. You will have success if you dig deep, be adventurous, try things out. Respect your unique-ness, something great will happen.”

“The Human Brain Does Not Learn Unless It Is Excited.”

Social Media:

More Learning:

Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

Episode 216: Jim Collins — How To Go From Good To Great

Episode 179: How To Sustain Excellence – The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

Episode edited by the great J Scott Donnell

The Learning Leader Show is supported by Callaway Golf. We have partnered to give away The #1 selling Driver in 2017.  The Callaway GBB Epic Driver.  This club is valued at $499 and we are giving one away to a loyal listener of the show.  To enter the drawing: Tweet (or post on Instagram) a favorite leadership quote from an episode of The Learning Leader Show and tag/@ me on Twitter or Instagram.

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Episode 219: Eric Barker – Everything You Know About Success Is (Mostly) Wrong

Episode 219: Eric Barker – Everything You Know About Success Is (Mostly) Wrong

Eric Barker is a thought leader in the field of success. His humorous, practical blog, “Barking Up the Wrong Tree”, presents science-based answers and expert insight on how to be awesome at life. Over 300,000 people subscribe to his weekly newsletter and his content is syndicated by Time Magazine, The Week, and Business Insider. He has been featured in the New York Times, the Wall Street Journal, The Atlantic Monthly, and the Financial Times. Eric is also a sought-after speaker and interview subject, and has been invited to speak at MIT, Yale, West Point, the University of Pennsylvania, NPR affiliates, and on morning television.

Episode 219: Eric Barker -Everything You Know About Success Is (Mostly) Wrong

Subscribe on iTunes  or Stitcher Radio

The Learning Leader Show

“Being great isn’t hard. Being consistent is.”

Show Notes:

  • Sustained Excellence:
    • Consistent habits and routines
    • Experiment
    • Evolve
    • Learn/Grow
    • Create a feedback loop
  • Steve Martin — “Being great isn’t hard. Being consistent is.” — (Note: Watch the Steve Martin MasterClass) — Meta principal for how people do things
    • “Hit the ball every time. It’s hard.”
  • Eric started the blog in 2009 — He read abstracts, academic research
    • He wanted to focus on things that were applicable to being awesome at life
  • “The future is already here, it’s just not evenly distributed.”
  • How he went from unemployed –> MBA in 2009 –> Screenwriter in Hollywood for Disney, Fox –> Successful blog/book
  • Advice to people who have a side hustle: “It’s a hard road. Give 1 hour per day to it. If you really want to do it, there will be trade offs. You have to measure how you will spend your time and what’s important to you.”
  • Book writing vs Blog writing — Book = 5 days per week working on. Blog = 2 days per week.
  • How can we find work life balance? — “It did not previously exist for me.”
    • How to say NO like Warren Buffett
  • Networking — Who you know is very important… However there is a tradeoff and extroverts waste time “at the water cooler”
  • Nice guys, Givers… There is a tight rope between confidence and delusion
    • There is a problem: “Nobody likes narcissism and hubris, but some confident people have those qualities.”
  • When is it a good idea to quit?
    • “It’s unrealistic to never quit. We quit things all the time. Show GRIT on the things that are important to you.”
  • Make little bets — Read Little Bets by Peter Sims
  • Learning Leader = Humility

“People love having choices… But people hate making choices.”

Social Media:

More Learning:

Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

Episode 216: Jim Collins — How To Go From Good To Great

Episode 179: How To Sustain Excellence – The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

Episode edited by the great J Scott Donnell

The Learning Leader Show is supported by Callaway Golf. We have partnered to give away The #1 selling Driver in 2017.  The Callaway GBB Epic Driver.  This club is valued at $499 and we are giving one away to a loyal listener of the show.  To enter the drawing: Tweet (or post on Instagram) a favorite leadership quote from an episode of The Learning Leader Show and tag/@ me on Twitter or Instagram.

CONTINUE

Episode 218: David Hornik – Why Givers Win

Episode 218: David Hornik – Why Givers Win

For the last 20 years, David has worked closely with technology companies to help them grow and prosper. David joined August Capital in 2000 to invest in a broad range of software companies.

Along with colleagues at August Capital, David started the first venture capital blog, VentureBlog, and the first venture capital podcast, VentureCast. He is the creator and executive producer of the The Lobby and Lobby:Enterprise, August Capital’s annual gatherings of the thought leaders across digital media and enterprise/SaaS software — www.thelobbyconference.com. David also serves as the Tech Curator for the TED Conference in Vancouver and is the co-creator and host of TEDxStanford. He received Deloitte’s 2013 Venture Capitalist of the Year award and has been honored by Forbes Magazine as a member of its Midas List of top Venture Capitalists.  He was prominently featured by Adam Grant in his best-selling book, Give and Take… Specifically describing why “givers” are successful in the long run.

David has an eclectic educational background. He received an BA from Stanford in Computer Music, an M.Phil in Criminology from Cambridge University, and a JD from Harvard Law School. He has taught courses in entrepreneurship, venture capital and law at Stanford Business School, Harvard Law School, Stanford Law School and the Stanford School of Engineering and has served as an Entrepreneur in Residence at the Harvard Business School.

Episode 218: David Hornik – Why Givers Win

Subscribe on iTunes  or Stitcher Radio

The Learning Leader Show

“The goal in life is to have a good time… To have a good life. To surround myself with great people and enjoy my life. Otherwise, what’s the point?”

Show Notes:

  • Sustained Excellence:
    • Great story-tellers — Every message is better told as a story
    • Great sales people
  • Why generous people win in the long run — David is naturally generous
  • He answers every email
  • VC’s invest in people more than investing in a product
  • The story of Danny Shader and their daughters’ soccer team
    • The many conversations which led to working together after Danny initially turned David down because he thought he was “too nice” — Why he was wrong
  • The aspect of the job that David doesn’t like — Narcissistic people – “You don’t have to be that way”
  • “In the long run, doing the things you like, with the people you like, will be better”
  • What percentage of your job do you love? — “North of 80% of it. I’ve been doing this for 17 years. You have to do it with people you enjoy. If not, it’s terrible.”
  • Do you have a boss? — “Not really”
  • How to handle a bad loss? — “We lost $35m at one point. A lot of sleepless nights. It was very hard. This business is not all about succeeding.”
  • Why doesn’t David use hard end dates on his term sheets like all other VC’s? “Investing is a big decision.”
  • How to differentiate from other VC’s?
    • Money is all the same, does not differentiate
    • “It’s about help, guidance. I tell them to speak with every person I’ve ever worked with. Ask them what they think.”
    • “I genuinely care about people I work with”
  • “The Lobby” — David’s annual conference — “The best values from conferences are the relationships with other attendees.”
    • Do work outside at a table in Hawaii — It promotes better work
    • Best advice for hosting and event?  “Maniacally curate the guest list. It has to be full of givers. If takers are there, it won’t work.”
    • Start the conference with a fun game
    • Do NOT gather in conference rooms (Hence the name “The Lobby”) – The best conversations happen during the breaks in the lobby
    • Goal is to break even on the event. The budget is more than $1m — Get sponsors, the guests all pay
  • “The goal in life is to have a good time… To have a good life. What’s the point otherwise?”
  • “My goal is to surround myself with great people and enjoy my life. See what’s out there if you don’t like what you’re doing.”
  • Making a lot of money… Impact? “If I make more, I can give more away.”

How to differentiate from other VC’s? “Go talk to every single person I’ve ever worked with. It’s about helping, lending guidance, and genuinely caring about the people I work with.”

Social Media:

More Learning:

Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

Episode 071: NateBoyer – Green Beret, Texas Football, The NFL

Episode 179: How To Sustain Excellence – The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

Episode edited by the great J Scott Donnell

The Learning Leader Show is supported by Callaway Golf. We have partnered to give away The #1 selling Driver in 2017.  The Callaway GBB Epic Driver.  This club is valued at $499 and we are giving one away to a loyal listener of the show.  To enter the drawing: Tweet (or post on Instagram) a favorite leadership quote from an episode of The Learning Leader Show and tag/@ me on Twitter or Instagram.

CONTINUE

Episode 217: JJ Redick – “You’ve Never Arrived. You’re Always Becoming.”

Episode 217: JJ Redick – “You’ve Never Arrived. You’re Always Becoming.”

JJ Redick is an iconic and legendary basketball player from Duke University. He is their all time leading scorer.  JJ was the 11th overall pick in the 2006 NBA draft (Orlando Magic).  He’s going in to his 12th NBA season.  He recently signed a 1 year, $23 million contract with the Philadelphia 76ers.  He graduated from Duke with a major in history and a minor in cultural anthropology. He is an extremely thoughtful leader and someone I loved talking to…

Episode 217: JJ Redick – “You’ve Never Arrived. You’re Always Becoming.”

Subscribe on iTunes  or Stitcher Radio

The Learning Leader Show

“There was never any sense that I was done accomplishing things. You’ve never arrived. You’re always becoming.”

Show Notes:

  • Sustained Excellence:
    • Passion for what they do
      • Coach K has this at Duke, Steve Ballmer has this with Microsoft as well
    • They master the small stuff — Read The Carrot Seed
      • Being in the weeds everyday
      • Diligence to be in the weeds
    • Adaptability
      • Coach K doesn’t have a system. He adapts to his current players. It changes every year. Same is true for Bill Belichick and Greg Popovich
      • “How do I maximize this team’s personnel?”
      • “Each year you have to adapt”
  • The power of receiving a daily devotional
  • “There was never any sense that I was done accomplishing things.”
  • The importance of coaches, parents, and friends to never let JJ feel entitled. They would call him out if needed
    • 2nd half of the ACC championship when he was acting like a brat. Chris Collins called him out
  • How do we develop GRIT in our children if we’re able to provide anything they could ever want?
    • “The biggest thing I learned from my Dad was he went to work everyday. Then he came home and would work on the house, the yard, and work more. He showed me how to work.”
    • Live under your means
    • “Stuff doesn’t matter, we care more about having great experiences as a family”
  • Falling Upward –  “to reach the second half of your journey, you need to fail” — It’s necessary
  • Working in an imperfect environment — “Mastering mechanics in an imperfect environment”
    • “You can’t master it unless you’ve done it over and over and over”
      • “It’s very rare that anyone works in a perfect environment” — You must be able to adapt
  • Mindset going in to free agency? “Wanted stability. Had 15 minutes to decide on the 76ers offer.”
  • Being an “over thinker.”  “Addicted to information” — How does that impact him as a shooter?
    • “I am addicted to information. I am a deep dive person.”
  • How to handle a slump? –“You have to enjoy the mundane. I love going in the gym and shooting over and over.” (Angela Duckworth — GRIT)
  • Goal setting process — Each year, write down a list of what you want to accomplish
    • Some examples: Win an NBA championship, get a sleeve (arm) tattoo, have a son, go on a great European vacation.
      • Setting life goals every year — “How do we include other people on this journey?”
      • A “Words of Wisdom” file on his phone
  • Life after basketball
    • General Manager in front office or creating a media company to tell interesting stories. Building something. Anthony Bourdain is the blueprint. He uses food to tell interesting stories
    • OR the idea of completely reinventing himself. “That idea is both terrifying and exciting at the same time.”
    • “The joy of life comes from our encounters with new experiences and hence there is no greater joy than to have an endlessly changing horizon, for each day to have a new and different sun.”
  • Building relationships and networks in a variety of places
  • Working with and learning from LeBron James and Maverick Carter

“The joy of life comes from our encounters with new experiences and hence there is no greater joy than to have an endlessly changing horizon, for each day to have a new and different sun.” 

Social Media:

More Learning:

Episode 073: Jay Bilas – World Class ESPN Basketball Broadcaster, Toughness, Fixing The NCAA

Episode 078: Kat Cole – From Hooters Waitress To President of Cinnabon

Episode 179: How To Sustain Excellence – The Best Answers From 178 Questions

Episode 107: Simon Sinek – Leadership: It Starts With Why

Episode edited by the great J Scott Donnell

The Learning Leader Show is supported by Callaway Golf. We have partnered to give away The #1 selling Driver in 2017.  The Callaway GBB Epic Driver.  This club is valued at $499 and we are giving one away to a loyal listener of the show.  To enter the drawing: Tweet (or post on Instagram) a favorite leadership quote from an episode of The Learning Leader Show and tag/@ me on Twitter or Instagram.

CONTINUE