People Power - October 2009

By Scott Humphrey

What do you and your people do when customers aren’t coming in the door? How do you invest your time in such a way that you aren’t just sitting behind a computer screen playing solitaire until the next live body walks in? How do you positively weather the storm of inactivity until this current economic downturn is finally on the rebound? How can you make what is happening today an investment for your future and the future of your business. I have an answer that’s what I would refer to as “common sense, but unfortunately not common practice.” That answer is education and training.

Right now there are two different camps developing within our industry: those planning for their future, and those who likely won’t have one. I think we would all agree that our industry and the world around us are changing. The question is, are we and our people changing with it?

This is not a commercial for the Shaw Learning Academy or Mohawk University, though I hope you are using these and any other industry training resources. I want tell you about two other resources that are often overlooked.

The Power of a Mentor
Webster defines a mentor as a “trusted counselor or guide.” When you read this definition, it’s not uncommon for faces to pop into your mind. These are the faces of those who have likely had a positive impact on who you are today. They were, in the broadest sense of the word, mentors. But what I’m referring to is a formalized mentoring relationship. In this type of agreement, a mentor is someone who takes you under their tutelage and invests in your personal and professional development by sharing with you the lessons they have learned throughout their lives. Their goal is to pour into you what they have gleaned as the essentials for succeeding. Once you’re certain that you’re ready and willing to commit to your own personal development, you need to find the right mentor.

You’ll discover that most people will be honored that you asked, but likely feel unworthy to mentor you. So here are a few questions to ask yourself to help you decide who you will allow to lead you on this journey:

• Is this person trustworthy and respected by those who know them?
• Are they more experienced and knowledgeable than I am in areas where I would like to improve?
• Are they selfless and willing to put aside any personal gain?
• Are they the type of individual that will cause me to look forward to our time together?
• Do they have the time to commit to an extended and extensive development process? (Generally two years)
• Are they easily accessible?

“You cannot lead someone where you have not been.” If this statement is true, and I fully believe it is, then it only makes sense that the best people to lead us are those who’ve “been there and done that.” You’ll generally learn more from a mentor who struggled in their success than from one who was gifted and used raw talent. The mentor who failed usually knows how and why they failed. They have analyzed and replayed those failures over and over again in their minds. They will focus their attention on helping you avoid those same mistakes.

Some of you are those experienced mentors who need to be pouring your life lessons into another person. On a personal note, from someone who has recently begun mentoring two younger gentlemen, I want you to know that the process is rewarding for everyone.

The Lessons of the Past
Are you familiar with the television show, “Are You Smarter than a Fifth Grader”? This show, hosted by comedian Jeff Foxworthy, pits an adult against questions that fifth graders should be able to answer based on their education. Occasionally, the contestant will even use the advice of a fifth grader to help in their response. The more questions answered, the more the contestant wins.

I have a fifth grader in my home. There’s no doubt that by the time most children reach this age they have begun to feel that they have a good grasp on…well, everything. We’ve recently been preparing my son for an oral presentation he’ll be giving on an historical person. To my delight, he has chosen Abraham Lincoln.

Though Lincoln has long been my favorite president, I must admit that my admiration has grown further as we have read through several books about his life. Through this process I’ve reacquainted myself with several things about this amazing man that I’d forgotten since my grammar school years. He faced amazing challenges like trying to keep a country unified. He stood on principles even when others stood firmly against him on key issues like the abolition of slavery.

Learning with my son the strengths and weaknesses of this great man has reminded me of the treasure we have available to us through the biographies of other past leaders. We have the opportunity to learn from the past so we will not repeat it. We can discover how others have faced challenging situations. We can dive into the lives of other leaders and see how they have faced failures and refused to give up.

Look again at the life of Abraham Lincoln. Are you aware of the many failures he faced in his life?

He failed as a businessman—as a storekeeper.
He failed as a farmer—he despised this work.
He failed in his first attempt to obtain political office.
When elected to the legislature he failed when he sought the office of speaker.
He failed in his first attempt to go to Congress.
He failed when he sought appointment to the U.S. Land Office.
He failed when he ran for the U.S. Senate.
He failed when friends sought for him the nomination for the vice-presidency in 1856.

How encouraging to see that a man who helped to fashion the face of America also faced failure but never quit. True stories like this are abundant in history, and they’re only as far away as the nearest bookstore or library.

One author who’s discovered the power of the biography and written several books tapping into this underused resource is Andy Andrews. If you want to read an interesting book that will keep you captivated throughout and teach you lessons from many former great leaders, read Andrews’ book “The Traveler’s Gift.” It, and his latest book, “The Noticer,” are full of lessons learned from great leaders of the past.

My challenge to you is to plan a path to improvement for you and your people. Dare to invest in the life of someone else as a mentor, or in your own improvement as a mentee. No time for a mentoring relationship? Then tap into the vast resources available through biographies of great leaders. Challenge your associates to read a biography and share back at your next sales meeting on lessons they learned. Your future rests fully in the investment you make in yourself and your people today.

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