Why I love trashcans

A few months ago I was giving a speech to a group of hotel employees in Sioux Falls, South Dakota.

I told them about the first day I started wearing a nametag (November 2, 2000)…

On that day, I exited an on-campus seminar and noticed everyone throwing their nametags away.

So, I decided to leave mine on, just as an experiment.

And for ONE day, the response was so overwhelming positive, that I decided to leave my nametag on permanently!

As you can see, it ended up working out pretty well. I somehow managed to make an entire career out it!

That was 2,494 days ago.

Anyway, after the training session was over, a young guy approached me and chuckled, “Dude, isn’t it crazy to think that your entire career came from something you saw in a trashcan?”

Huh. Never really thought of it like that.

Which is kind of funny.

I guess some people look into a trashcan and see trash.

While other people look into a trashcan and see opportunity.

What about you?

When you look at the world…

Do you see garbage?
Or do you see gold?

Do you see waste?
Or do you see wealth?

Do you see junk?
Or do you see joy?

The choice is yours. The attitude is yours.

After all, choice and attitude are about the only things in this world you can really control.

LET ME ASK YA THIS…
When you see people, what do you see?

LET ME SUGGEST THIS…
Share your best story of “seeing the opportunity in the trashcan.”

* * * *
Scott Ginsberg
That Guy with the Nametag


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Credit will find you

DID YOU KNOW…
That Einstein’s Theory of Relativity sat in his mind (and his notebook) for ten years before it saw the light of day?

DID YOU KNOW…
That Marcian Hoff’s Intel processor took about eighteen years to come to fruition?

DID YOU KNOW…
That Gordon Gould, the inventor of the laser, waited twenty-seven years before collecting ANY royalties on his patent?

DID YOU KNOW…
That Bob Gundlach’s groundbreaking xerography technology didn’t hit the market until eleven years after the idea was conceived?

LESSON LEARNED: credit will find you.

Which explains why so many artists, inventors, innovators and entrepreneurs tend to be as patient as they are creative.

It comes with the territory.

After all, fortune doesn’t favor the fidgety.

However.

Credit doesn’t happen “just like that.”

See, credit will find you IF:

o Your material is brilliant and unique and cool and uses a creative, new approach.
o You’re constantly working hard, smart AND long.
o You’re committed and consistent.

I think Bob Gundlach (the Xerox machine guy) puts it into perspective pretty well:

“Yes, it took over a decade before my product hit the market; but it’s gratifying to know that three billion images a day are now made by my process.”

Stick it out. Experience The Dip. Patience pays off.

LET ME ASK YA THIS…
Are you in it for the long haul?

LET ME SUGGEST THIS…
Buy Seth’s new book The Dip: short, sweet, life-changing.

* * * *
Scott Ginsberg
That Guy with the Nametag


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Ball in Their Court Questioning

PICTURE THIS: you’re chatting with someone you just met.

During a conversational lull, you ask the default question, “So Mike, what do YOU do?”

And all of the sudden, his posture weakens. His eyes avert. And his smile fades.

“Actually, um, I’ve been out of work for the past 8 months, so…”

“Oh.”

Well, good thing I brought THAT up! you think.

A few minutes later on your way to the hardware store to purchase a crowbar to pry your foot out of your mouth, something occurs to you.

You made assumptions.

That Mike had a job.
That Mike was defined by his work.
That Mike had a career he enjoyed talking about.

None of which were true.

And as a result, your connection was botched.

SO, THAT’S THE CHALLENGE: avoiding assumptive language.

Being curious, not judgmental.

And your job as an approachable communicator is to ask questions that are specific, yet STILL give someone permission to direct the conversation in manner that makes him most comfortable.

Because your NUMBER ONE GOAL in every conversation is to make the other person feel comfortable as soon as possible.

An effective tool you can use is called Ball in Their Court Questioning.

For example:

Instead of saying, “What do you do?”
You could say, “What keeps you busy all week?”

Instead of saying, “What’s your job there?”
You could say, “What’s your role there?”

Instead of saying, “Did you get hired yet?”
You could say, “What kind of progress have you been making on the job hunt?”

Instead of saying, “Are you actually making a living at this?”
You could say, “How are you moving forward towards your goals?

Ball in Their Court Questioning. (BTCQ, for short.)

And BTCQ is more than just asking open-ended questions.

IT’S ABOUT PERMISSION…
For someone to engage comfortably with you about topics important to them.

IT’S ABOUT PREVENTION…
From you looking like an idiot, and from the other person feeling embarrassed.

IT’S ABOUT POSITIVITY…
Framing your conversation with a positive, goal-oriented tone.

And ultimately, when you make these minor changes in your verbiage, you create MAJOR results in your conversations.

So, next time you meet someone new; transform assumptive language into approachable language.

And you’ll never need to use that crowbar again.

LET ME ASK YA THIS…
How long have you been working in the People Business?

LET ME SUGGEST THIS…
Share your additional thoughts on the nature of this “industry.”

* * * *
Scott Ginsberg
That Guy with the Nametag


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On working in the people business

It doesn’t matter what you sell.
It doesn’t matter what you create.
It doesn’t matter what your job title says.
It doesn’t matter what service you provide.

You work in the People Business.

As such, it’s important to remember several things:

1. People buy people first.

2. People like to do business with their friends.

3. People don’t trust companies; they trust people.

4. People aren’t loyal to companies, they’re loyal to people.

5. People only do business with you for three reasons: they’ve heard you, they’ve heard OF you, or someone they TRUST has heard of you,

6. When people like each other, the rules change. (Jim Henderson)

7. The only thing people can judge you on: how engaging with you makes them feel. (Seth Godin)

8. The more we meet and interact with people, the more likely we are to become friends with them.

9. People either check you on or check you off.

10. The more shopper-employee contacts that take place, the greater the average sale. (Paco Underhill)

11. People don’t give to causes; they give to people.

12. People don’t want to hire consultants, speakers, trainers or recruiters. They want to hire smart, cool people who happen to consult. Or speak. Or train. Or recruit. Or whatever. So be smarter and cooler.

13. Which means: lead with your person; follow with your profession. Values before vocation. Individuality before industry. Humanity before statistics. Personality before position.

14. AND REMEMBER: if they like you as a person, they MIGHT hire you. But if they don’t like you as a person, they DEFINITELY won’t hire you.

And last but not least, the summation of the first 14 points:

15. Friendly always wins.

So…

It doesn’t matter what you sell.
It doesn’t matter what you create.
It doesn’t matter what your job title says.
It doesn’t matter what service you provide.

You work in the People Business.

LET ME ASK YA THIS…
How long have you been working in the People Business?

LET ME SUGGEST THIS…
Share your additional thoughts on the nature of this “industry.”

* * * *
Scott Ginsberg
That Guy with the Nametag


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23 (more) ways to speed up your learning curve

It doesn’t matter how young you are.

It doesn’t matter how inexperienced you are.

You can still learn a LOT at a young age.

Because, as Indiana Jones said, “It’s not the years; it’s the mileage.”

If you want to rack up your “Melon Mileage,” consider these 23 ideas. I’ve been living and working by them for years:

1. Read lots of books. Highlight, underline, take notes and annotate. When you’re done, recopy those notes onto a Word file. Then save them in a folder called “Book Notes.” Refer back to them regularly. And never loan those books to anybody. Start with one book per week.

2. Google everything. Ideas, people, YOURSELF, information, companies, competitors, trends and the like. Do it daily.

3. Ask smart people smart questions. In person, via email, online and ESPECIALLY when you’re in the audience during a speech. Have a handful of smart, open-ended toughies ready to go for any occasion. My favorite example: “What was the biggest mistake you made in your first year of business?”

4. Take notes. Listen closely to (and write down) those smart people’s answers. Keep those ideas in a separate folder called “People Notes.” Refer back to them regularly.

5. Screw up. Big time and small time. Keep a running list called, “Things I’ll Never Do Again.” Consider partnering up for this exercise. Regularly share your list with a safe, accountable person.
6. Daily appointments with yourself. Take this morning time for reflection, journaling, meditation and thinking. This quiet time will help you listen to your intuition, which will enable you to learn more about yourself. Do it for at least 15 minutes, and do it ever-single-day.

7. Be uncomfortable. Understand, step out of, expand and LOVE your comfort zone. Daily. Because you can’t learn when you’re comfortable. Also, ask yourself, “What three situations make me the most uncomfortable?” Make it your goal to intentionally involve yourself in ONE of those situations over the next 30 days. (As long as it’s safe, legal and appropriate.)

8. WRITE. Chronicle, journal, blog, diary, (whatever … just WRITE) your thoughts, experiences, feelings, emotions, philosophies and concerns. Daily.
9. Just do stuff. Don’t talk about it. Don’t plan. Don’t take lessons. Just go. The best way to learn how to do something is to DO that something. Action is eloquence.

10. Make lots of lists. Best creativity tool EVER.

11. Eclectic education. Once a month, go to Borders. Buy a cup of coffee or a brownie. Spend an hour or two reading every magazine on the rack. Especially ones you wouldn’t normally read, i.e., Tiger Beat.

12. Hang with super smart, cool and creative people. Ask yourself, “How smart are the five people I spend the most time with?”

13. Find out where you suck. Because that’s the only way you’re going to get better.
14. Learn how you learn. Visual? Aural? Kinesthetic? Take a personality assessment if you have to. Anything to identify your learning style. This will help you better educate yourself in the future.

15. Mentors.
Three types. Directly, through an official program like SCORE. Casual, with a colleague, friend or advisor. And indirectly, via books, audiotapes and online content. Mentors are GOLD. And don’t forget to take lots of notes!

16. Motivate your melon. How many books on creativity did you read last month? How many courses in creativity did you take last year? Train your brain. Daily.

17. Grill yourself. Pretend you’re on an interview. Ask yourself tricky questions like, “Who can hurt me the most?” and “If everybody did exactly what I said, what would the world look like?” REMEMBER: questions are the basis of all learning.
18. Bedtime Brain Boosting. Keep a stack of index cards and a Sharpie next to your bed. Every night before you hit the hay, think of ONE lesson you learned that day. Jot down a few words on the card. Keep them in a pile. Then, once a month, lie in bed with all your lesson cards. Take a few minutes to review everything you’ve learned.

19. Quotations. Any time you hear a great quotation, movie line, proverb, psalm or old saying, write it down. Keep a running list called “Quotations” and file it in a folder next to your “Book Notes” and “People Notes.”

20. Teach. Other that writing, teaching is probably the best way to learn. Share your notes, ideas and lessons learned with others. When you pass your wisdom on, you learn it better yourself. Teach via writing, blogging, speaking, talking or mentoring.

21. Talk. Conversations are laboratories. People are libraries. So, exponentially increate your activity level. Especially with diverse individuals. And maintain an expectation that you will learn at least ONE thing from every person you encounter.

22. Unlearn. Make a list of ten childhood assumptions taught by your parents, teachers and faith leaders … that ended up being totally bogus. Use affirmations and self-talk to reprogram yourself. REMEMBER: part of learning is also UN-learning.

23. Extract. Lessons from others, that is. For example, any time someone tells a story, follow up by asking, “So, what lessons did you learn from that experience?”

Now.

You probably noticed a few commonalities among the items on that list.

Namely, “writing” and “daily.”

Guilty.

That’s because writing is the basis of all wealth. (Gitomer)

And that’s because you can’t change your life until you change something you do daily. (Maxwell)

SO REMEMBER:

It doesn’t matter how young you are.
It doesn’t matter how inexperienced you are.

All that matters is that you’re willing to learn.

And if you follow even a handful of these suggestions, in no time you’ll start hearing people say, “How did you learn so much at such a young age?”

LET ME ASK YA THIS…
How did YOU learn so much?

LET ME SUGGEST THIS…
Share your list of secrets here!

* * * *
Scott Ginsberg
That Guy with the Nametag


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Things I Don’t Understand, Pt. 1

Usually, Hertz is great.

But not yesterday.

I approached the counter, said hello, and asked for a car.

“Do you have a reservation?” asked the desk agent.

“Actually, this is totally last minute. So, no,” I replied.

She checked her computer.

And with a Bill Murray-like deadpan, she said, “We don’t have any cars.”

Say what?

“You … don’t have ANY cars?” I asked.

“No. I’m sorry Sir.”

I tilted my head like a dog that didn’t realize he was being scolded.

“But … you’re a CAR rental company!” I said. “That’s like, what you DO.”

“Yeah, but we’re all sold out this weekend.”

“Oh.”

“But … you’re a CAR rental company!” I joked.

“I know, I know,” she chuckled, “but there’s nothing I can do.”

Wow.

So, let me get this straight:

Your company rents cars to travelers. That’s it. You have one product: cars.

And you’re completely sold out.

THAT, I just don’t understand.

Frustrated (but mainly confused) I thanked them for their time.

Luggage in hand, I slid down to the next counter: Dollar.

“Hi!” I smiled.

“Good afternoon, Scott!” the desk agent greeted.

“So, I know this might sound like a silly question … but do you guys have any cars?”

“You’re in luck!” she cheered. “Let me see what we have here…”

Ten minutes later, I buckled the seatbelt of my shiny red Nissan and headed off to my hotel.

And that was it. That’s how easy it was for Dollar to 180 me.

1. She offered a friendly greeting.
2. She used a Reassurance Responder, i.e., “You’re in luck!”
3. She sold me the (one and only) product her company offered: a car.

Now. I admit that not having a reservation for Hertz was my fault. And I can certainly understand that priority goes to the customers who plan in advance.

But.

Shit happens. People forget things. And companies need to have backup plans installed into their systems so they don’t lose customers.

For example:

1. Maybe Hertz could maintain a small fleet of “Emergency Cars,” just in case they run out.

2. Maybe Hertz could partner with a local car dealership as a preventative measure.

3. Maybe Hertz could, um, stock more cars.

I don’t know. My knowledge of the Rental Industry is limited. These are just a few ideas off the top of my head.

THE POINT IS: will I ever use Hertz again? Probably. I’ve never had a problem with them up until today. And I’m an extremely forgiving person. Not to mention, an extremely loyal customer.

Because that’s how I roll.

Still.

Because of Hertz’s inability to provide the ONE product they offered:

1. I spent a few hundred bucks with Dollar. So, there’s that.
2. I told this story to a few hundred people at a recent speech. So there’s that.
3. I also wrote this entire article based on how Hertz messed up, and posted it on my blog for (potentially) millions of people to see.

So there’s that.

It’s like my dad always reminds me: “You can’t sell from an empty wagon.”

I mean, isn’t being sold out of your ONE and ONLY product, like, really, really dangerous?

Because if you only have one product to sell…

And you don’t have any of those products to sell…

And you work in a commodity-based, lead-with-price industry with no discernible differences between competitors…

Then customers will have no problem sliding down to the next counter.

But maybe it’s just me.

Maybe this is something I just don’t understand.

LET ME ASK YA THIS…
What’s one thing YOU don’t understand?

LET ME SUGGEST THIS…
Share your confusion here!

* * * *
Scott Ginsberg
That Guy with the Nametag


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What’s YOUR On-Deck Donut?

Remember little league?

Of course you do.

Remember the on-deck circle?

Of course you do.

Remember the On-Deck Donut?

Wait. The what?

The On-Deck Donut was created in the 1950’s. This piece of heavy rubber-like material usually weighs a few pounds. Batters swing with it during warm-up in the on-deck circle.

Its original purpose was for a hitter to swing it to loosen and strengthen up. He would then take it off and the bat would magically feel lighter.

This is also known as “deceleration training.”

Interestingly, baseball magazines and message boards support an entire science around these donuts.

According Tim Nolan, creator of the Procut Hitting System, On-Deck Donuts serve several purposes:

o To build arm muscle strength
o To increase bat speed (up to 8 mph)
o To psychologically “quicken” the batter’s swing
o To make the chances of getting a big hit greater
o To increase the amount of power put into the swing
o To make the player’s bat feel lighter during the game
o To release pent-up tension in their arms and shoulders
o To condition muscles to react faster and exert force quickly

So, it’s way more than just a piece of rubber.

It’s a tool.
It’s a ritual.
It’s an essential practice for performance improvement.

HERE’S THE THING: whether or not you actually play baseball, you can still warm up your PROFESSIONAL performance with an On-Deck Donut of your own.

Stay with me here…

Let’s say you just started your new job as account executive.

And you’ve been assigned the client from HELL.

They’re high maintenance, impossible to get a hold of, and worst of all, impatient.

So, during the whole project, you’re thinking, “Why did I get stuck with these jerks? This is SO not worth it!”

Not so fast, Babe Ruth.

HERE’S THE PLAY: think of this pain-in-the-butt client as your On-Deck Donut.

Sure, they’re a little heavier and harder than what you’re going to face in the future.

But that’s good! Because:

You’re quickening your thinking.
You’re strengthening your patience.
You’re conditioning your mental muscles.

AND THE BEST PART: every other client from here on will seem easier to deal with.

Because you’ve already warmed up, prepped your body and psyched your mind.

THAT is how winners play. THAT is how homeruns are hit.

LET ME ASK YA THIS…
What’s YOUR On-Deck Donut?

LET ME SUGGEST THIS…
Think back to the worst client you ever had. Consider how that experience paved the way for future business.

* * * *
Scott Ginsberg
That Guy with the Nametag


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Focus, focus, focus, focus, focus!

You’re self-employed.
You work out of your living room.
You have no boss, no staff and no rules.

How the heck are you supposed to stay focused?

HERE’S A HINT: start mentally.

Every single morning, take between 15-60 minutes for a “Daily Appointment with Yourself.”

Read, write, relax, breathe, meditate, recite affirmations, and review your goals.

Flood your mind with creative, nurturing thoughts and images that will tap into your intuition and lay a foundation of positivity and focus for the rest of the day.

HERE’S ANOTHER HINT: continue physically.

Regular exercise (at least thirty minutes EVERY day) is crucial for mental focus. The release of endorphins saturates your mind and body with the right thoughts.

What’s more, sweating cleanses your mind and body of the wrong thoughts. Rhythmic exercise, like biking, running and swimming are ideal for focus.

However, if you don’t have much time or energy, even a ten-minute walk around the neighborhood will do the trick.

HERE’S YOUR FINAL HINT: reinforce visually.

Ever heard the phrase, “If these walls could talk”?

Well, here’s the good news: your walls DO talk!

If you allow them, that is.

A great technique for maintaining focus is to post motivational, focus driven visuals to keep you on point. Try writing a few of these questions on sticky notes or whiteboards:

1. Is what you’re doing RIGHT NOW consistent with your #1 goal?
2. What did you write today?
3. Is what you’re working on RIGHT NOW solving you major problem?

REMEMBER: focus is challenging. Especially when there’s nobody but yourself to keep you accountable!

Still, there’s no one-way to maintain focus. Use your own combination of these techniques with your own learning and working style to develop a system that works for you.

LET ME ASK YA THIS…
What helps you focus?

LET ME SUGGEST THIS…
Share your three best focusing techniques here!

* * * *
Scott Ginsberg
That Guy with the Nametag


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Deliver __________ value.

Deliver ADDITIONAL value.
Because it exceeds customers’ expectations.

Deliver BUZZ-WORTHY value.
Because people who get talked about get business.

Deliver CONSISTENT value.
Because consistency is far better than rare moments of greatness.

Deliver DAILY value.
Because nobody wants to read a newspaper (or a website) that’s two years old.

Deliver DOWNLOADABLE value.
Because customers need to be able to take you with them.

Deliver UNEXPECTED value.
Because the most effective way to capture someone’s attention is to b-r-e-a-k her patterns.

Deliver FOCUSED value.
Because niches = riches.

Deliver LOCAL value.
Because everybody loves a homeboy.

Deliver MAXIMUM value.
Because … well, just because.

Deliver ONLINE value.
Because if you don’t exist on the Internet, you don’t exist.

Deliver PREDICTABLE value.
Because predictability creates familiarity, which creates trust.

Deliver SOLID value.
Because content is king.

Deliver SPECIFIC value.
Because credibility comes from specificity.

Deliver UNARGUABLE value.
Because customers can’t object to it.

Deliver UNFORGETTABLE value.
Because being “memorable” isn’t enough.

Deliver UNIQUE value.
Because being “different” merely means to stand out, while being “unique” means to be THE-ONLY-ONE.

Deliver UNMATCHED value.
Because the best way to eliminate the competition is to (not) have any.

Deliver WEEKLY value.
Because branding is about repeated impressions.

Deliver WORLD-CLASS value.
Because, as Seth Godin says, being average is for losers. Be exceptional or quit.

Deliver WRITTEN value.
Because writing is the basis of all wealth.
LET ME ASK YA THIS…
What types of value do you deliver?

LET ME SUGGEST THIS…
Consider this post a checklist. Ask yourself how well you deliver each of these types of value.

* * * *
Scott Ginsberg
That Guy with the Nametag


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10 Critical Components of Creative Environments

Creative professionals MUST exist in a creative environment.

Here’s why:

1. A creative environment provides stimulation.
2. Stimulation creates, expands and refines ideas.
3. Ideas are your major source of income.

Not to mention, the place where you spend the majority of your time needs to be enjoyable!

If you’re looking to motivate your melon, here are 10 Critical Components of Creative Environments:

1. Appeal to your eyes. Multi-sensory stimuli stimulate more ideas. Cover your walls with beautiful art. Include visual representations of your goals, ideas, motivational words on sticky notes, past work you’re proud of, fan mail and other positive images. Blank walls are the enemy!

2. Appeal to your ears. Crank some tunes. Set the ambiance of your room or studio with the right music. Consider creating your own playlist or mix for certain times during the day, projects or moods. Music sets moods.

3. Appeal to your nose. Light candles, incense or other pleasant smelling tools. Smells, fragrance and aromas also have a direct influence on mood. Follow your nose!

4. Appeal to your mouth. Just as long as it isn’t pure sugar or starch. Stick with protein. And don’t eat too much of it, either. Creativity expert Doug Hall says, “When the body is stuffed with grub, your body is spending too much time and energy processing food and your brain in shortchanged.” Carbs are the enemy.

5. Colors. Use pink and orange sticky notes. Buy the Sharpie 36 pack. Collect ideas and information on multi-colored note cards. Colors stimulate creativity.

6. (Dis) Order. It doesn’t have to be spotless, but sometimes disorder can be helpful. Be chaotically tidy.

7. Lose the clocks. Don’t let time impose limits on your creativity. Make it easy to get lost in your ideas. Get lost in your art.

8. Insulation. No, you don’t need to soundproof your walls. But try to avoid working near distracting noise. Wear headphones all day if you have to do! Just be sure you can easily get into your zone. Get lost in your art … seriously.

9. Natural Beauty. Be sure you have quick access to some sort of natural beauty, be it plant life or sunshine. Mother nature is a great artist companion!

10. Toys. Or, anything you can play with on your break to motivate your melon.

NOTE: if you’re not one to be cooped up in a studio or office all day, no worries!

You just need to figure out where your brain thrives.

Make a list of five alternate environments for your creative success. Perhaps your art is more conducive to the park, the bus station or sitting in a public square. If so, great! Experiment by displacing yourself regularly.

Once you’ve narrowed your list down to a few options, visit them regularly. Learn to incorporate various components of creative stimulation into your “portable creative environment.”

That way you can thrive anywhere!

Whatever type of creative environment you choose to create, remember one thing: make it yours.

Customize your surroundings to best fit your learning style, creative abilities and work schedule.

And you WILL motivate your melon!

LET ME ASK YA THIS…
What’s your ideal creative environment?

LET ME SUGGEST THIS…
Interview five other creative professionals like yourself. Find out how they motivate their melons!

* * * *
Scott Ginsberg
That Guy with the Nametag


Are you a friend of The Nametag Network?

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