Personal Development

What Do You Want To Be Known For?

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What Do You Want To Be Known For?
by Dawn Turner – May 2015

Is there a difference in work ethic across generations?

Some say that work ethic has decreased from Gen X to Gen Y. Others say that it varies by individual and their upbringing. Millennials need to be aware of potential generational biases and even seek to overcompensate in order to prove such theories do not apply to them.

To combat this type of thinking–whether you are a Baby Boomer, Gen X, Y or Z–ask yourself: What do I want to be known for?  A hard worker? A leader? Someone loyal and willing to do whatever the job requires? Next, think about what you don’t want to be known for: lazy, not being a team player, dishonest, disloyal, or a bridge burner.

Burning bridges

burning-bridgeAt a recent sports industry meeting, two people on the same day separately voiced similar complaints about the need to teach today’s young adults about how burning bridges early in their careers can come back to bite them. This got me to thinking about the generational attributes I have been reading about and what we can do to help educate future generations.

The first story I heard was about a young worker who moved from organization A to organization B. After being in the new position for six weeks, the worker received a call from organization A and decided to move back. This turned out to be a rather abrupt move that left organization B in a lurch. The second story I heard was about a recent graduate hired by an organization that they really wanted to work for. This person did a great job and was promoted after just a few weeks, only to decide to depart for a job with an external client.

In both situations the organizations put their faith and resources in these young workers, but were left in the lurch. Even though organizations move on, they will never forget how these two young workers handled these situations. The industry is so small, it is virtually certain word travels around to others. In any case, future interviews will be difficult because hiring managers routinely contact previous employers.

Short term vs. Long term

In the short-term these situations may not seem that crucial. But, it could come back to haunt them in the long-term. Let’s play this out hypothetically using the first example. Once the worker went back to organization A, they stayed there for five years until they got tired of the winter weather.  During that time the president of organization B decided to move to California and run organization C. Since the worker was seeking employment in a warmer climate they applied for a job with organization C. The new president of organization C saw their name come through and remembered how they handled things five years prior. They told their hiring managers not to bother interviewing this candidate and also told their friends at organizations D, E and F (also in California) that they would not recommend this worker. Organizations D, E and F shared this information with their friends at organizations G, H and I who then pass the information to organizations J, K and L. At this point it is very difficult for the worker to get an interview in the industry, let alone in their preferred state of California.

Here’s another real life example. A professional sports organization hired a college student for an internship. The intern turned out not to be very reliable and folks in the organization decided this person was not cut out for full-time employment. A few years later the former intern realized they were not mature enough to handle the work while they were an intern and called to apologize. When they called they explained how they have matured and are ready to take things seriously. Do you think the organization hired them for a full-time opening? No way! This is very unfortunate, because even though people may change, they already made negative impressions.

Who are you?

In my nearly 20-year career I have seen a variety of scenarios similar to these play out, not many of which are positive. The time to take personal responsibility for who we are and what we want to be know for starts now.  Am I a team player? Am I clear about my goals and aspirations? Am I easy to work with? Will my coworkers and managers give me a good review and 100% recommendation?

We should all ask ourselves these questions. If we present ourselves in the best way possible, it really doesn’t matter what the studies say about generations. What matters is who I am and how others see me.

Treating others how we expect to be treated should be toward the top of everyone’s list. As long as we always remember this, we won’t need to worry about making poor decisions that have negative repercussions down the line.

Cover table source: http://www.fdu.edu/newspubs/magazine/05ws/generations.htm

 

 

Four Key Strategies to Make Your Sports Career Flourish

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Four Key Strategies to Make Your Sports Career Flourish
by Deno Anagnost – April 2015

Is your career in ticket sales just starting to catch fire? Or, are you a seasoned veteran or manager feeling as though your career development is becoming stagnant?

Either way, I have four strategies which can take your career and personal brand to the next level. I have been very fortunate in my career to work alongside and meet with some of the best sales executives in professional sports. These individuals use these strategies to make a positive impact on their organizations and community. This kind of approach is worth imitation and will be noticed and contagious to those around you.

Focus on who (not what) you want to become

People dance with mediocrity because they focus solely on what they want to become. Their career goals are all about titles, money, and what they think is “success.” The short term, fast track mindset is strictly measured by timelines and dollar figures: “I need to be a manager in two years and making six figures in three years.”

Effective sales executives focus on (1) who they want to become and why, and (2) not on what they want to become and when. When you focus on who you want to become, attention shifts to what you can control. Create positive habits driven by who you are and want to be. Start thinking about others more. Establish what you stand for as a professional and why. Become a better version of yourself than yesterday. The right position will find you if you focus on being the very best at the position you have, whether it’s a student, an intern, a sales rep, or in management. The end reward isn’t the money, position or awards. It is what you now possess to give and contribute.

Lead with an abundance mindset

An abundance mindset believes an ample amount of success and resources exist to share with others.

Sales executives at every level can have a scarcity mindset. In a ticket sales environment, this means you believe there is a limited amount of success and sales to be made. Leaders with this mindset feel the need to hoard knowledge and resources. This scarcity mindset creates unnecessary competition that promotes negativity and leads to needless conflict between colleagues and departments.

When you have an abundance mindset, you congratulate and learn from others’ successes. When you have a scarcity mindset you look for ways to justify why they had success and you did not. This distracts focus from the functions of your job which leads to poor results. Someone with an abundance mindset will be consistently generous with their time, praise, information and resources. A sales executive with a scarcity mindset is highly jealous, and will shield information for fear someone else will have more success with it then they will.

An abundance mindset does incredible things for your personal brand. Your actions will show you have the big picture in mind. You will be viewed as someone who is selfless, and in return, you will become someone who receives more information, more responsibility, and more praise. Ask yourself: “Am I contributing to the greater good of the sales department? Or am I taking all that I can so I can win?”

Be present

Some of the best sales executives I have ever been around possess a piercing ability to focus. They become increasingly more accomplished than peers. How?

  1. They are professional students of time management.
  2. They work efficiently without making mistakes on the small details without getting distracted.
  3. They regulate their environments and remove potential distractions from line of sight.
  4. They aren’t on work phones while also texting on cell phones, typing emails or browsing websites.
  5. They are active listeners. When they ask you a question they are genuinely interested in connecting to uncover a way to help you.
  6. In meetings, their computer screens and cell phones are turned off to eliminate distractions.
  7. They give all of their attention to you and the task at hand; they aren’t just “checking the box.”

This approach carries into their personal lives. They aren’t texting or sending emails at the dinner table. When they spend time with friends and family, that’s what they are doing. They engage in conversations and activities that build healthy relationships. The core of this strategy is to focus on being present in all areas of your life. Put tremendous work into being present and you will have deeper, more fruitful relationships.

Don’t give or take excuses

Our biggest problem as sales professionals is when we can’t even see  we have a problem.

Every time I make an excuse I tell a little lie to myself that I end up believing. Doing this blinds us. We lose our self-awareness. These little lies exaggerate the faults of others and inflate our own egos. We quickly see the world through this negative view no matter how big or small the excuse is.

When we take action to do the tough things best for the long term we build grit within ourselves. This makes us more prepared for the next tough challenge ahead in our lives. In contrast, each time we rationalize or excuse we become more mentally weak. We become less confident. We fold when even easier obstacles arise.

Don’t let external situations control your internal attitude. Giving excuses is one thing. Taking them is another. Nothing defines a sales culture more than the excuses leadership accepts. Excuses are excuses. We all use them. What we don’t see is that excuses focus on things outside of our control. Do these sound familiar?

  • I’d sell more if I had better seats to sell.
  • If I had a different title I could get to decision makers easier.
  • I didn’t hit my goal because the team stinks.
  • This lead list is weak.
  • I don’t have enough time.

Sales leaders who accept these excuses can expect mediocre results or worse. Instead, look for ways to coach reps to identify when they are making excuses. Create habits and a sales culture built around professional, personal, and revenue development.

Conclusion

I wish I could tell you these strategies are easy to implement. These are not quick fixes. Over time, these strategies will change your approach to this business. People can try to fake this approach, but then words and actions won’t align. However, when habits and words do align with these strategies, people will see you as someone with courage, someone who can stomach the cost of leadership, and someone to admire. Who do you want to be?

4 Keys To Successful Communication

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4 Keys To Successful Communication
by Briggs Webster – March 2015

NRG, the parent company of Reliant Energy, based in Houston sponsors eight NFL teams, as well as the Texas Rangers, Houston Rockets, and the Houston Livestock Show & Rodeo. As a part of sponsoring 8 of the 9 most valuable NFL franchises, we vie to be a relevant part of the football experience while leveraging assets to create an authentic connection for fans.

An ongoing task for brands with such corporate partnerships is to leverage hospitality assets. With NFL teams stretching from San Francisco to New York, our 8-person Houston-based team must balance the hospitality (aka ticket request) needs of executives and upper management. With over 10,000 tickets to distribute and allocate over the course of a year, you might think it’s an easy job that makes plenty of friends.

But, please don’t call me. Because, frankly, it is tough to keep everyone happy. In fact, we keep a motto front of mind to help keep everyone happy, from the highest executives, to the smallest entry level associates. The easy 1-step process to keeping everyone happy:

  • Understand that you cannot and will not keep everyone happy.

If you are in this role, it is your job to try to keep folks happy. But, when you can’t meet everyone’s request, what should you do?

Taking an active role in communication

Instead of passively reacting to requests, take an active role in communicating. Explain what assets you do have available and what you can do with what you have. How can you improve the way you communicate? Through my experiences with NRG, I have learned four techniques to effectively communicate with colleagues, bosses, clients, or executives.

#1. Listen.

It’s that simple. Focus fully on whoever is talking and simply show interest. If you are attentive, it’s going to be a lot easier to clarify information and avoid conflicts. Since so much communication is done via e-mail, you may need to make a call so listen. But, first, read carefully so that you have all of the details.

#2. Be aware of nonverbal communication.

How body language influences outcomes
How body language influences outcomes

The way you look, listen, and react to another person through your body language tells others more about how you feel and what you think than words ever can. You can improve effective communication by using open body language—arms not crossed, sitting on the edge of your seat, and maintaining eye contact.

#3. Manage stress.

It’s easier to communicate, respond to email, or pick up the phone to call someone when you have nothing on your plate on a slow workday. But, for most of us, those days are few and far between. So how can you manage stress? First, recognize it. When you’re becoming stressed, immediately capture that moment by taking a deep breath to calm down. You may not be able to go on a midday run to de-stress, but you can take deep breaths and re-evaluate. Before reacting in a stressful situation, take a deep breath and a few seconds to imagine the issue from the other person’s perspective.

#4. Follow up.

radio silenceOne of the best pieces of advice I have received at NRG was from our Director of Sponsorships, Christine Brown. She said that “Radio silence is your enemy.”

Even if you don’t have an answer to a question, inquiry, or problem, you should proactively update people on progress and steps you are taking. Christine used an analogy that stuck with me. Avoiding radio silence is, “kind of like a waitress coming by your table to say that the food is coming and the kitchen is a little backed up. You might still be hungry, but you aren’t annoyed and you aren’t wondering if the waitress forgot about you.” Following up, even if there is really nothing to be updated, is better than “radio silence.”

Conclusion

Effective communication enables you to communicate even negative or difficult messages without creating conflict or destroying trust.

Effective communication combines a set of skills including attentive listening, nonverbal communication, the ability to manage stress in the moment, and the simple recognition of following up. While effective communication is a learned skill set, it is more effective when spontaneous rather than robotic. The goal is to incorporate these skills into habit, so that is a part of who you are. Just like a speech read from notes has less of an impact than speech delivered from the heart, spontaneous communication is the same way. You can start by writing these four tips on a card by your phone or PC. Eventually, you’ll lose the card, but keep the practice and instinctively and spontaneously communicate with others.

Sales Training: The Four Benefits of Waiting

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Sales Training: The Four Benefits of Waiting

Ketchup

by Tom Parsons – January 2015

Heinz had a commercial with a slogan when I was young, “The best things come to those that wait.” The guy whose friends ditched him because he was waiting on the ketchup to come out of the bottle ended up on a date while the others twiddled their thumbs.

In many years in the the advertising sales business, I have learned the truth of this saying. No doubt, many of us with the benefit of hindsight have found value in waiting. Besides asking us not to wear some of the things we wore, here are 4 truths about waiting we would say if we could go back to give a talk to our former selves.

Waiting builds STRENGTH

The good news for most of us is that life isn’t hard at all times. While we wait for a break, the level of strength goes up during difficult times as we work through struggles. When you have a bad sales month, if you are ambitious, the acumen rises as you increase self-discipline. When you have a baby and are tired, your mind will try to convince you that you have been up all night changing diapers and feeding for 18 years. Your strength will build if you can fight off these kind of lies. Waiting for good things makes you strong in the process.

Waiting offers PERSPECTIVE

[dropshadowbox align=”right” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]It’s only through the exercise of patience that we truly understand and appreciate the full value of the payoff at the end.

~ Bill Guertin, 800PoundGorilla  [/dropshadowbox]How many times in your life did you want something badly only to move on to a different passion or interest while you waited for it? There are going to be more times like this. While you wait you can determine whether your commitment is deep. Your managers will do this with you from time to time. They’ll want both of you to come to a realization that something mattered to you. Allow the wait to offer perspective both inwardly and outwardly.

Waiting deepens DETERMINATION

Once you gain the perspective that the thing you are waiting for actually matters very deeply to you, the drive and determination to get it becomes a juggernaut. When it’s you against the world and achievement is your only option, you’ll likely perform above your usual potential. Coaches tell me that talent doesn’t separate top athletes from the rest–it’s the depth of determination.

Waiting stores ENERGY

Before Jesus ascended into heaven, he made several promises and indications to his disciples about His future plans. While waiting for the go-ahead, Peter decided to go back to the family business of fishing. Many of you are just itching to get out there and sell something or improve the value of a sales team. You may even know exactly where you are going and just can’t wait to get there. Let this time be one of refreshing yourself for the tasks to come. Enjoy the last of this season before taking on the world.

A final word…

Weaved into each point is attitude. Waiting will only frustrate you if you allow your attitude to be influenced by petty problems. Your attitude must be at a high level if you are going to use waiting to your advantage.

 

Cover photo courtesy of Philip at HalifaxLight.

How to Get Into Sponsorship Sales

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How to Get Into Sponsorship Sales
S3 Club Winners
S3 Club Winners: Lauren Bacon, Turquoise Early, Colten Renner
by Brooks Byers – October 2014

The Dallas Mavericks’ George Killebrew, the San Antonio Spurs’ Jeanne Garza and Baylor IMG’s Brian George shared advice and experiences in the sponsorship field at the Baylor S3 Club meeting on October 8th. Courtesy of Fox Sports Southwest and Fox Sports 1, we also provided some lucky Baylor S3 club members with court side seats at the Dallas Mavericks preseason game against the Pacers.

Why should students pursue a career in sports?

All three panelists spoke about the “diversity” of opportunities that selling sponsorships affords people. Sponsorship sales takes people outside the office, learning the inner workings of a range of businesses from “mom and pop stores to traditional giants” as Brian George put it. George Killebrew said it was great for people who enjoy “learning something new” every day.

On the other hand, the group warned of the long days that come with the job. Jeanne Garza said it’s important to remember that “it’s not what you see on ESPN.” Killebrew reminded everyone that “other jobs are more of a nine to five, Monday to Friday deal, and sports can always be a hobby. But, when the team schedule comes out for the year, it pretty much plans my life for the next few months.”

Getting into corporate partnerships

Brian George
Brian George

Killebrew’s advice for those interested in selling sponsorships was to gain experience in “multi-dimensional sales” like in the media field, where packaging groups of inventory for clients is more complex than selling individual products. Jeanne Garza suggested selling air at radio stations, since it’s more promotion-driven than TV, hence more like selling sponsorships for properties. Brian George underscored the need to be able to think outside the box. “We sell ideas, concepts and beliefs. Clients must know you have their best interests at heart.”

Women in sports

Jeanne Garza believes that opportunities for women in the field have grown significantly. She cautioned that women still have to be particularly careful in how they present themselves and in separating their professional and personal lives.

killebrew new
George Killebrew

George Killebrew believes the talent pool today is much larger, and that the leadership teams he’s seen that included women were much more effective.

Career advice for students

Killebrew said that those wishing to enter the field need to be comfortable “introducing themselves and telling people what they want to do.”

He also said that a good resume is simply a “blueprint for telling your story, and a guide for our discussion” in the interview process.

Jeanne Garza made a case for cover letters because they’re a great way to show why you’re unique and a great fit for a position. She also added that any errors in the resume or cover letter are reason enough to not consider a candidate.

Jeanne Garza
Jeanne Garza

Brian George emphasized the importance of building relationships, especially in a small industry like sponsorship sales. Even if you just meet someone new and go to dinner with no immediate job prospects, you should still write a hand-written thank you note.

Cover photo source: Courtside Jones

 

The surprisingly simple little secret to landing a leadership position

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The surprisingly simple little secret to landing a leadership position
by Kirk Madsen – October 2014

What is leadership?

For everything written about leadership and management (an Amazon.com search yields over 1 million books on the topic!), we sure seem to have a lot of questions about what it is and how to do it. One of the questions people in leadership positions get asked all the time is, “How did you get to where you are now?”

Whatever their answer is, it will probably include a surprisingly simple little secret.

Ready? There is no secret.

There really isn’t much of a mystery. Leaders follow simple, repeatable processes anyone can start immediately!

But, before we talk about these processes, let’s first establish two key ground rules:

[dropshadowbox align=”center” effect=”lifted-both” width=”400px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]

Ground rule #1: Consistency is king.

Ground rule #2: A positive attitude is non-negotiable.[/dropshadowbox]

These two ground rules are the cornerstones or the foundation for all you do. Over the long haul, building success without these cornerstones is impossible. From there, focus on a few key concepts:

Concept #1: Do more, now.

Leaders work harder and generate results more consistently than their peers.

Dionna Widder
Dionna Widder

Dionna Widder, the Vice President of Ticket Sales & Service with the Cleveland Cavaliers, sums this point up perfectly: “You do not need a title to be a leader. Set yourself apart with your work ethic and results.” Everyone is capable of having a great week, or even a great month. Leaders have great quarters and great years. Sure, they have their off-days. So did Michael Jordan; his were just better than everyone else’s.

Concept #2: Lead, now.

Take on a leadership role with your current team.

Joe Schiavi
Joe Schiavi

Joe Schiavi, the Director of Inside Sales with the Detroit Pistons, offers some practical advice to practice leadership now: “Teach less experienced reps and give time out of your day to make sure that your teammates have the best possible opportunity for success.  Your manager will notice your extra efforts. Your teammates will respect you because you took the time out of your day to help them when they needed assistance.”

Concept #3: Be a student.

Every day.

Consider how much more capable you are of passing a test when you’ve taken the time to study. Widder recommends, “Schedule a meeting with your manager or other leaders in the industry to learn.  Seek out resources and dedicate time to be a student.” Books, articles, TED talks, conversations with others – there are countless resources available. Use one of them every day!

Concept #4: Pick your peers.

Immediately find mentors and surround yourself with successful people.

Do you know what I love most about being a leader? Finding others who want to succeed, and empowering them to do it. On a peer-to-peer level, spend your time and energy with people who exhibit the positive personal and professional traits you see (or want to see) in yourself. On an executive level, ask the people you admire to mentor you. The benefits of surrounding yourself with successful people will be real and immediate. “Ask and welcome feedback from your leaders, peers, and friends and develop plans to improve areas that need improving,” Widder says. “Feedback can be both positive and constructive; both are valuable to your growth.”

By applying these concepts, you’ll have a greater impact on your organization. The greater the impact, the greater your chances of breaking into leadership positions.

Cover photo courtesy of MarcMo.

 

How to successfully transition from sales to management

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How to successfully transition from sales to management
by Andre Luck – October 2014

Early in my sales career I knew I wanted to make an impact in young people’s lives, and I felt the best platform for me to do so was as a ticket sales manager. The transition from a successful salesperson to a successful sales manager is an exciting yet challenging transition. Fortunately I had great leaders and mentors that prepared me for this step. I wrote this article for salespeople that aspire to one day take the step to sales management. I’ve provided a few tips that helped me along the way.

Management vs. Sales

We hear that the best athletes do not always make the best coaches. The same principle exists in sales. Yet, organizations continue to take top salespeople and rush them into management even if they are not fit to lead. Make sure you step into a management position for the right reasons. There is nothing wrong with being a lifelong salesperson. There are great opportunities to make a lot of money in premium and corporate sales. Very successful salespeople will actually take a pay cut when stepping into their first management opportunity. I have friends in the industry that tell me they enjoy only having to manage themselves day to day opposed to an entire department.

Good Bucket/Bad Bucket

Jason Howard
Jason Howard

Jason Howard, Senior Vice President of Ticket Sales & Marketing for the Houston Astros, gave me great advice early in my sales career. You will see bosses do a lot of things you agree with and not agree with. As you observe different management styles and actions, put these items into a good bucket and a bad bucket. The good bucket would consist of the things I liked and wanted to make sure I did when I became a manager and the bad bucket would be the opposite. To make sure I did not forget what was going into each bucket I started keeping a journal as new ideas would come to me.

What’s Your Game Plan?

How will you recruit the best talent for your team? What do you want your team to look like? What are your methods to keep your staff motivated? What are your non-negotiables? These questions along with a list of many others are questions you should be thinking about now. Start preparing your business plan now and get feedback from those you respect in the industry. The first time you think through your plan should not be when you are asked to put together a 30-60-90 day business plan as part of your interview.

Hire Tough

The most important thing you can do as a leader is hiring the right people or what the book Good To Great calls “getting the right people on the bus.” Know exactly what it is you’re looking for and never settle on a candidate. During an interview is the very best you will ever see a candidate; they will not all of a sudden be better once they are hired. If there are any doubts on a candidate it is better to pass, as you may regret it down the road if you lower your standards.

 What, How, and Why

P.J. Keene
P.J. Keene

As a manager it is important to set clear expectations for your team of WHAT you expect them to do, train and coach them on HOW to best do it, and clearly explain WHY you want them to do it. Senior Director of Group & Inside Sales for the Houston Astros, PJ Keene, says,

“Be prepared. The best salespeople want to know why you make the decisions you make. Since they value their own career development, understanding your decision making process is important to them. In order to help progress their careers, think through ahead of time what is really most important to you and be able to explain why you made a decision or why you think a particular direction is the best way to go. Be prepared to answer those questions before your best salespeople ask them.”

When your team knows what is expected, how to do it and why they are doing it they are more motivated and you will see greater results.

Patience is Key

Ralph Waldo Emerson has a great quote: “Big jobs usually go to the men who prove their ability to outgrow small ones.”

Be patient and don’t lose sight of the task at hand. As a salesperson, your number one priority is to generate revenue. Developing leadership skills should come secondary. Don’t jump at the first opportunity. Make sure the values of who you work for align with your values. The bosses you work for and your personal and professional development should be more important than your title, compensation, and the organization. If you are a great leader the right opportunity will present itself. The money will follow. It is okay to be more than prepared for your next step.

 

So you want a career in sports? Here are a few tips…

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So you want a career in sports? Here are a few tips…
by Shawn McGee – August 2014

“What do you want to be when you grow up?”

That question crosses everyone’s mind at least once…if not countless times throughout our lives.  It may seem a strange question to ask in an interview, but I ask it every time.

We think we know what we want to do for our career as we graduate college. But, in reality you rarely stay in the same position or with the same company for more than just a few years after accepting that first “real” job.  For this very reason, I tell the students I mentor not to worry about where they will work or what their job will be when they first enter the workforce. Here are a few tips I’ve learned over the years.

Just Get Started

The real focus should be: Just get started. Once you are in an organization, do your job to the best of your ability–and better than anyone one else who is performing the same role.  That will allow you the opportunity to then ask for more work (often at no increase in pay), which leads to more responsibility, a greater role within the company, a more prestigious title and more dollars in your pocket.

From there the long and winding road begins.  Once you prove your value to an organization and have grown (or sharpened) your skills set, the doors begin to open.  You are ready to look at other opportunities, ones that may have been out of your reach earlier in your career, but now fit well with your passion and your experience.

Know How to Leave Your Job

But, it is VERY important that as you begin to move from job to job, and up the corporate ladder, that you leave your job in better shape than you found it. And make sure the relationships created there remain firmly intact.

While this seems logical, leaving a company can be tricky. You basically tell them you are departing for greener pastures. How do you do that without leaving a bad taste in their collective mouths?

  1. Personally meet with your manager first, before telling anyone else.
  2. Do not mail it in from an effort perspective during your final days.
  3. Plan how to effectively transfer responsibilities and complete unfinished work.
  4. Continue acting as a model employee who wants the best for everyone.

You never know when you might once again work for this company or for anyone who works there somewhere else.  Just ask Bill Sutton, who started and ran the Team Marketing and Business Operations department for the NBA.  Originally, Bernie Mullins worked for him.  Fast forward a few years later, after Bill left the NBA, Bill was working for Bernie…you never know if those who work for you or with you will later be your boss.

Know How Not to Leave a Job

So you interview for a different job and receive an offer. What if you choose not to accept? As a professional in the sports world you never know if you will later want to work for that company or someone else in that company who moves elsewhere.

Here’s how not to do it: Don’t email ten minutes prior to an interview stating “I will not be at the meeting as I have accepted another position that is paying more than double what you are offering.”  That happened this past week. Really. Needless to say, that individual will not be interviewed again. The Golden Rule applies anywhere and it applies here: Communicate with others the way you would want to be communicated with.

Where Will You End Up?

You never really know.

George Killebrew
George Killebrew

Here’s my story. I started in pro soccer and spent 12 years pursuing my passion. I expected to work in soccer  my entire career.  But, thanks to good friends, George Killebrew (Dallas Mavericks) and John Alper (Legends), I was referred for the Associate AD position at SMU.  I loved my job at SMU, but after two years my position was eliminated.  I had opportunities to stay in Dallas in pro sports and in sports radio, but I took a gamble and moved my family to Atlanta to run the Atlanta Beat of Women’s Pro Soccer (WPS).  After two seasons, the league was struggling and I was worried.  However, a friend of mine interested in a position at Las Vegas Motor Speedway asked me to make a call to their VP of Sales, Mike Mossholder. I just happened to have worked with Mike in MLS.  Mike shared with me that NASCAR was a great industry and that there was an open VP position at Homestead-Miami Speedway (HMS).  Within three weeks, I accepted that position and packed up my life in Atlanta for the move to South Florida.  I NEVER anticipated that I would be working NASCAR or living in Miami.  But, the Lord leads us where he wants us to go and certainly had I not been let go from SMU, I would not have taken the position in Atlanta and therefore would not have reconnected with my friend…or ended up in Miami with HMS.

john alper

Colin Faulkner
Colin Faulkner

Look at Colin Faulkner, a Baylor S3 Board member and Baylor Bear.  He knew soccer was played with a round ball, but that was about it.  He had little experience, but he impressed me enough to give him a chance at the Dallas Burn (now FC Dallas).  He got his foot in door.  Then, he performed above any and all expectations.  He created and maintained solid relationships across the industry.  This, then, allowed him the opportunity to go to the Rangers (MLB), the Dallas Stars (NHL) and ultimately to the Cubs (MLB).  He burned no bridges and always left his position better than he found it. And yes, I would hire him again in a second, but now there is no way I could afford him!  And who knows, someday, I may be working for him.

It’s a Small World After All

People think the sports industry is huge.  In reality, it is very small. Most of us know each other or at least know someone who knows that person.

So, create a solid personal brand and cultivate positive relationships.  At the end of the day, it is simple: Get your foot in the door. Get started. Outwork everyone. Create relationships. Maintain relationships and don’t burn bridges. Work your way to your ultimate job.  It is truly a long and winding road, but well worth the trip.

 

Cover photo courtesy of James Wheeler.

Why You Should Embrace Monday

kirk_wakefield 2014, Learn, Personal Development, Sell , , , , , , , ,
Why You Should Embrace Monday
by John Graydon Burnett – April 2014

Don’t show your hands

Meet Willie. Willie lives in Roaring Creek, in the Cayo District of Belize. Willie is a parrot and Willie has a bad attitude when it comes to hands. 

Willie

Place your hands behind your back, and you can put your face right up to Willie’s face with no problem. He will actually rub his head against your head, as long as he can’t see your hands. Do NOT let him see your hands. Keep them behind your back. Because…if Willie sees your hands, Willie FREAKS OUT.

Show your hands, and suddenly your friendly neighborhood parrot starts screaming at you. Willie will peck you, bite you, flap his wings hysterically and attack you if he sees your hands.  Willie hates hands.

It’s impossible to know why, because, well, Willie is a parrot.

People hate Monday

People treat Monday like Willie treats hands…people don’t like Monday. It’s impossible to know why, because, well, people have been hating Monday forever. 

Most other days of the week are fine. There’s Tuesday, a perfectly cool day. Then Wednesday, such a groovy day it has its own nickname, “Hump Day.” Thursday comes along and men, women and children get downright giddy. Why? Because it comes just before Friday. 

Glorious Friday. A day with a grooviness quotient eclipsing Wednesday. We know this because the grooviest things in life don’t just have nicknames, they have acronyms…like TGIF. Regardless of religious beliefs, background, or affiliation, we all “THANK GOD IT’S FRIDAY!” And, of course, Saturday and Sunday are at the top of the menu. They’re like a super-sized combo day we simply call “The Weekend.” We work for it, bask in its sunshine, party in its wee hours, and worship in its Day of Rest.

If we could, we would rub our head against “The Weekend.” What’s not to love about “The Weekend?!?!” “The Weekend” is lovely.

But do NOT mention Monday. Because you mention Monday, and people FREAK OUT. 

Fear grips, outlooks dim and anxiety levels climb. It’s so bad that if another day of the week is going poorly, people say they “have a case of the Mondays.” Monday is like a disease. No, really–it’s a killer. Research tells us people are more likely to have a heart attack on Monday morning than at any other time. Yikes! No wonder people hate it. 

Monday is beautiful

[dropshadowbox align=”center” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]“Your attitude, not your aptitude, will determine your altitude.” -Zig Ziglar[/dropshadowbox]

But I’d like to challenge you to love, Love, LOVE Monday! Monday is life-giving. It’s a sparkling horizon and a budding flower. It has the potential to be the launch pad to a great week.

We study, attend seminars, training classes and work our butts off in order to be as smart as possible in our chosen field.  However,  only 20% of success is a result of our aptitude, while 80% can be attributed to our attitude.  As a result, we need to launch into Monday with an attitude that is counter to the cultural norm. We can’t dread Mondays. We need to bring an attitude of excitement and gratefulness! Do you want to stand out to your clients, boss, in the classroom, the office or the boardroom?  Roll in on Monday with an “I’m gonna rock the world” attitude!

[dropshadowbox align=”center” effect=”lifted-both” width=”250px” height=”” background_color=”#ffffff” border_width=”1″ border_color=”#dddddd” ]“Rejoice always.” 1 Thessalonians 5:16[/dropshadowbox]

Choosing joy on Monday, the greatest day of the week, will allow you to catapult into each week like Charlie walking into (another Willy’s) Chocolate Factory. You will cruise into Monday wide-eyed, whimsically and ready for adventure.

My bird-buddy, Willie, pecks, screams, and attacks hands as if they are his enemy. And he misses out on a lot of love that folks would like to show him. Monday has a lot of love to show us if we just embrace it. 

No matter what you are facing in the coming weeks, fall in love with Monday! Because changing a day can change your week.  Changing your weeks will change your months.  And before you know it, you’ve changed your life.

Life is Sweet.

Top 10 Ways to Inspire Others (and succeed in the business of sports)

kirk_wakefield 2013, Careers, Integrity, Lead, Learn, Personal Development, Work ethic , , , , , , , , , , 0 Comment
Top 10 Ways to Inspire Others (and succeed in the business of sports)
by Frank Miceli – November 2013

Growing up in south Philly

Growing up in Philadelphia a block away from the sports complex I always dreamed of someday working for the Philadelphia Flyers.

As a 16-year old I was inspired by the story of Ed Snider after reading a magazine article about him and his business philosophy.  I just knew working for the Flyers was my destiny. But after writing 44 letters of application and along the way completing my college degree at the University of Scranton, I was still no closer to my dream job. Their 44 kind letters of rejection made it clear I needed to prove myself and bring something more to the table than a college degree

Gaining some success in retail advertising at Gimbels , Wannamaker’s, and Strawbridge & Clothier along with a chance meeting working late one night turned into the opportunity of a lifetime. What seemed like a normal Wednesday night preparing Sunday’s ad copy turned into meeting Milt Beaver, a senior executive who later opened the door to my dream job and incredible 18-year career with Comcast-Spectacor.  I was excited every day of work then and every day I go to work now as Senior Vice-President for  Spurs Sports & Entertainment in San Antonio, Texas. I am so very proud to have my name next to the Iconic Spurs logo on my business card and I never take that blessing for granted.

Secret to Success

My secret to success is there are no secrets. As Colin Powell said, “There are no secrets to success. It is the result of preparation, hard work and learning from failure.”

The recipe to success is the same for me as it is for you. I love the word-picture of “Pound the Rock” by the Danish American social reformer Jacob Riis:

“When nothing seems to help, I go look at a stone cutter hammering away at a rock perhaps a hundred times without as much as a crack showing. Yet, at the hundred and first blow, it will split in two, and I will know that it was not that blow that did it but all that had come before.”

What I’ve learned since moving from that street row house in south Philly to one day working for one of the best franchises in pro sports is this: Everything you need to succeed is under your control. All you need to do is inspire others.

What does it take to inspire others?

Here’s my Top 10 list of ways you can inspire others. All of these are completely up to you. Do them and you’ll succeed. As Steve Mariboli says, ““When you are living the best version of yourself, you inspire others to live the best versions of themselves.”

  1. Be passionate.
    • Really.
  2. Have a positive attitude regardless of road blocks.
  3. Make others great around you.
    • Think Tim Duncan.
  4. Be loyal.
    • Loyalty to others builds your brand reputation.
  5. Work hard.
    • “Most people have the will to succeed, but few have the will to prepare to succeed.” ~Bobby Knight
  6. Embrace change.
    • Change is opportunity dressed like a problem.
  7.  Speak up. Be heard.
    • “Only those who dare to fail greatly can ever achieve greatly.” ~Bobby Kennedy
  8. Never stop learning.
    • Like Walt Disney, practice an Hour of Power: 20 minutes learning something new; 20 minutes of meditation, and 20 minutes making someone smile.
  9. Give back.
    • “You can have everything in life you want, if you will just help other people get what they want.” ~ Zig Ziglar
  10. Have fun.
    • At least once a day!