Last night, I had the incredible honor of receiving the Cavett Award from the National Speakers Association, the highest accolade in our profession. It’s a dream for every professional speaker, and I am truly humbled to join the ranks of legends who have inspired and shaped our industry.
The surprise announcement was a moment I’ll never forget, but what has stayed with me most since then is an overwhelming sense of gratitude.
This award is not just a recognition of individual achievement; it is a testament to the incredible relationships I have built with my clients, colleagues, and friends over the years. These relationships have been the cornerstone of my career, and they continue to inspire and drive me every day.
Receiving the Cavett Award also marks a recommitment from me to assist organizations and leaders in creating distinction in their respective markets. It reinforces my dedication to delivering the Ultimate Customer Experience® and helping businesses achieve what I often emphasize: earning “more customers who will spend more money, more often, and provide more referrals.”
To all my clients and friends, thank you for your trust, support, and partnership. This award is as much yours as it is mine. Let’s continue this journey together, striving for excellence and making a difference in every endeavor.
Here’s to creating distinction and delivering extraordinary experiences!
n today’s professional environment, the ability to solve problems quickly and efficiently is a prized skill. Yet, despite our best efforts, many find themselves repeatedly tackling the same issues over and over.
Why? Because we often battle symptoms of underlying issues without addressing the real problem that needs to be resolved.
Symptom vs. the Root Cause
Imagine going to your doctor for chronic headaches. The doctor prescribes painkillers to alleviate your discomfort but never investigates why you have these headaches in the first place. Sure, the pain subsides temporarily, but the root cause remains unaddressed, leading to a recurring problem. This perfectly illustrates the common mistake made in professional problem-solving.
A study by the Harvard Business Review found that 85% of companies acknowledge they often fail to diagnose the root causes of problems correctly.
According to the American Society for Quality, organizations that fail to identify and address the root causes of issues may spend up to 80% more on recurrent problems.
The costs associated with misdiagnosing problems are not just financial. They drain time, resources, and morale. Your team will become frustrated as they see their efforts yielding little long-term impact. Constant firefighting can lead to burnout and decreased productivity.
After you’ve identified the primary problem, here are five steps to drill deeper and get to a solution:
1: Deep Dive Analysis:
Instead of jumping to solutions, invest time in understanding the problem thoroughly. Use techniques like the 5 Whys—asking “why” multiple times until you reach the root cause.
Example: If a project deadline is missed, ask why it was missed. If the answer is poor time management, ask why time management was poor, and continue this process until you uncover the underlying issue, such as unclear project objectives or inadequate resources.
2: Involve the Right People:
Engage team members from different levels and departments to get a comprehensive view of the problem. Those on the front lines often have invaluable insights that may be overlooked by higher management.
3: Data-Driven Decision Making:
Utilize data to understand the scope and impact of the problem. Metrics and analytics can highlight patterns that are not immediately obvious, ensuring decisions are based on evidence rather than assumptions.
4: Avoid Quick Fixes:
Resist the temptation to apply band-aid solutions. Quick fixes may provide immediate relief but often lead to larger issues down the line. Focus on sustainable, long-term solutions. Make certain you provide your team with the training required to solve the issue in a thorough manner.
5: Regular Review and Adjustment:
Problem-solving is not a one-time activity. Review the implemented solutions regularly and adjust as necessary. Continuous improvement should be a cornerstone of your approach.
Here’s one example: high employee turnover
Many leaders might address this problem by increasing salaries or offering more perks, which are symptoms of deeper issues. However, without understanding the underlying causes—such as poor management, lack of career progression, or a toxic work culture—these solutions will only provide temporary relief at best.
By conducting exit interviews, surveying current employees, and analyzing turnover data, organizations can identify the root causes and implement strategic changes that foster a more engaging and supportive work environment.
Making a difference
The path to effective problem-solving begins with recognizing that the apparent issue is often just a symptom. By focusing on the root cause, professionals and organizations can develop solutions that lead to lasting improvements and drive success.
Remember: your goal is not just to solve problems but to solve the right problems. Invest time in understanding the underlying issues, and you’ll find your efforts rewarded with greater efficiency, effectiveness, and satisfaction.
Are you ready to commit to digging deeper and addressing the real challenges?
Solving the primary problem is what truly distinguishes distinctive professionals and iconic organizations.
In the next few weeks, I’ll have more for you on this critical issue!
As I stood before the eager faces at the Youth Citizenship Seminar at Pepperdine University this week, I was struck by a profound sense of continuity and hope. This year marked my 24th anniversary speaking at this event, and each time, I am reminded of the enduring spirit of our younger generations.
The seminar, held between the student’s junior and senior years of high school, serves as an opportunity for molding future leaders. It’s a place where children of billionaires and those who call a van their home converge, not as disparate fragments of society, but as a cohesive unit with a shared purpose. They come with open minds, ready to absorb the wisdom of experiences not their own, and with hearts full of questions about how to carve out a successful path in life.
In a world where social media often amplifies the negative, these students stand as a testament to the good that still thrives in our communities. They are the embodiment of faith in democracy, the belief that despite the challenges we face, improvement and progress are always within reach. Their optimism is not naive; it is a powerful force that drives them to learn, to question, and to strive for a better self and a better country.
This week, as I engaged with these young leaders of the future, I was reminded that distinction is not just about standing out in a crowd. It’s about standing up for what you believe in, and doing so with the conviction that you can make a difference. The diversity of their backgrounds did not divide them; instead, it enriched their discussions, broadening their horizons and deepening their understanding of the world.
The lesson here is clear: no matter our age or station in life, we all have the capacity to grow and improve. The students at this conference at Pepperdine University are a vibrant mosaic of our society, each piece unique yet essential to the whole. They challenge the narrative that youth are disengaged or disillusioned. Instead, they offer a refreshing narrative of unity, curiosity, and a shared desire to contribute positively to the world.
Because of my time with them, I am filled with a renewed sense of purpose. The reminder that there are more good people—good kids—than bad in this world is a beacon of light in the often murky waters of public discourse. It is a call to action for all of us, regardless of age, to find ways to get better at what we do and to inspire others to do the same.
We should all look beyond the headlines and the tweets. These young students are not just the leaders of tomorrow; they are the champions of today, tirelessly working to bridge the gaps that divide us. They remind us that together, as one, we can and will rise to the challenges before us, creating a world that is not only successful but also kind, just, united…and, yes, distinctive.
Currently, I am working on a new keynote speech and project that I’m calling “The Customer Algorithm.”
The idea came to me as I was driving a rental car from Tucson to Phoenix. Construction on the Interstate had traffic at a standstill, and I was likely going to miss my flight. This raised the possibility that it might be more productive for me to simply travel to my next speech rather than return home for a day before hitting the road again.
When I called the airline, the AI voice recognized my name and frequent flyer status. It was friendly and made me feel that it wanted to help. However, while it could’ve helped me pick a later flight to the same airport, it was not prepared to help change my destination. I found myself alone in my Hertz rental, repeatedly shouting, “REPRESENTATIVE!”
You know that organizations are increasingly turning to AI to support their customer experience strategies. While AI offers numerous benefits, it is crucial not to overlook the importance of the human element in delivering the Ultimate Customer Experience®. Emotional intelligence is the key to building trust and loyalty — essential components of any successful CX strategy.
As my recent travel experience suggests, human agents are better suited to handle unique or unexpected situations that fall outside the scope of AI’s programmed responses. People on your team should be able to think creatively, draw from their experiences, and offer personalized solutions. This flexibility is particularly valuable in industries where customer needs and preferences can vary widely, such as retail, healthcare, and hospitality.
However, this does not mean that your organization should shy away from implementing AI in your CX strategies. AI can be a powerful tool for handling routine inquiries, providing quick access to information, and streamlining processes. The key is to find the right balance between AI and human interaction, leveraging the strengths of each to create a seamless and efficient customer experience.
The obvious question is, how do you achieve this balance?
Organizations must invest in training their human agents to work effectively alongside AI. This includes teaching your AI how to hand off conversations smoothly and when to escalate issues to a human agent. Your team must be trained on how to leverage AI-generated insights to provide better service. Additionally, organizations should prioritize transparency, letting customers know when they are interacting with an AI and offering the option to speak with a human agent if needed – without requiring them to shout “REPRESENTATIVE” repeatedly to get to one!
Another important consideration is the continuous improvement of AI systems based on customer feedback and interactions. By analyzing data from both AI and human interactions, you can identify areas for improvement and fine-tune your AI algorithms to better meet customer needs.
AI is a valuable addition to any CX strategy, but it is not a replacement for the human element.
The Ultimate Customer Experience® requires a balanced approach that leverages the efficiency of AI and the emotional intelligence of your team members. By investing in the right mix of technology and human talent, organizations can create a customer experience that drives customer retention and referrals, which means profitability for your organization.
What do you do when you find yourself in a downturn?
No one enjoys this situation – and often, the result is that we start marketing obsessively, creating an appearance of desperation for business. Ironically, no prospect or previous client is attracted to a company that seems to be hurting for customers.
Instead, we need to consider a more guided and reassured approach.
Within the professional speaking segment of my career — as opposed to the consulting and education/training aspects of what we do — I’ve noticed that spring often brings a bit of a slowdown in activity. A smaller number of conferences and conventions are held when school is not in session, and families are taking vacations, so we typically get fewer calls in the spring to book speeches for meetings in the summer months. (It’s why the National Speakers Association has always scheduled their annual convention in the summer!)
And 2024 is part of the four-year cycle of both a Presidential election here in the States and the Olympic games occurring in the same year. This often means that keynote slots usually filled by professional speakers will now go to political analysts and successful athletes.
Is there a typical time when you experience a lull in your business?
It’s tempting to view these quieter periods as detrimental. However, it’s crucial to recognize them for what they are: seasonal adjustments, part of a natural ebb and flow in the cycle of business.
Understanding the patterns of our professional landscape can transform how we perceive and react to these lulls. Instead of succumbing to frustration, we can view them as an opportunity to regroup and realign our strategies. Here are four approaches to re-motivating oneself during these slower periods:
1. Strategic Planning and Goal Setting
Use the quieter times for strategic planning and setting new goals. It’s an opportune moment to reflect on your business’s direction, evaluate past performances, and set clear, achievable objectives. This is not merely about continuation but a strategic recalibration to ensure that when the pace picks up again, you are ahead of the curve.
2. Skill Enhancement and Learning
Slow periods are ideal for personal and professional development. Whether it’s attending online workshops, reading the latest in your field, or learning a new skill that can add depth to your offerings, the investment in your growth will pay dividends when the demand picks up.
3. Strengthening Connections
Networking doesn’t only have to occur in peak business times. Reaching out to your network, checking in on colleagues, or even setting up informational interviews can foster relationships that yield future opportunities. This is also a perfect time to collaborate on new ideas with peers. Knowing you aren’t alone in this situation can provide assurance, as long as it does not become a “woe is me!” conversation. My mastermind group meets every summer – and a small group of pals and colleagues meet on Zoom every week. We help keep each other motivated and encouraged.
4. Innovative Experimentation
With more time at your disposal, experiment with new ideas that you wouldn’t during busier periods. Whether it’s a new marketing technique or a fresh topic for your speaking engagements, experimentation can lead to innovation and renewal. It was during a slower period in speaking that I created the concepts that became my bestselling book, “ICONIC.” You never know where your experimentation might lead!
Reflecting and Renewing for Enhanced Relevance
Reflecting on past successes can indeed be a double-edged sword, particularly for seasoned professionals who might worry about remaining relevant in a rapidly evolving market. Here’s how to reflect on your achievements and use them to foster continuous renewal:
Analytical Reflection: Examine your past successes to understand the qualities that distinguished you then and consider how these can be adapted or expanded upon to meet current trends and expectations.
Feedback Loops: Engage with peers, mentors, and trusted clients to get feedback on your current offerings. This can provide insights into how the market perceives your relevance and where there might be opportunities for innovation.
Personal Branding: Update your personal branding to reflect both your legacy and your adaptability to current market demands. This shows that while you respect and acknowledge your past work, you are also fully engaged with your industry’s present and future.
Continuous Learning: Embrace a mindset of continuous learning and curiosity. Being open to new ideas and approaches not only enhances your skill set but also signals to your industry that you are a dynamic and evolving leader.
Embracing Reverse Mentoring for Fresh Perspectives
Another powerful strategy I’ve employed to stay engaged and relevant during quieter times is reverse mentoring.
This involves partnering with younger professionals who not only value my experience but also challenge my thinking with their fresh, generationally unique perspectives. Here are four reasons why reverse mentoring is a critical element of staying motivated and relevant:
1. Cross-Generational Insights
Reverse mentoring allows for an exchange of ideas across generations, fostering a deeper understanding of emerging trends and consumer behaviors that are shaped by younger demographics. This can be particularly valuable for tailoring our strategies to meet the expectations of a broader audience.
2. Challenging Established Norms
Young professionals often bring a different approach to problem-solving and innovation. By engaging with reverse mentors, seasoned professionals can challenge their established norms and potentially outdated methods, ensuring that their strategies remain dynamic and adaptable to new market conditions.
3. Fostering Inclusivity
Reverse mentoring encourages a culture of inclusivity by validating the contributions of younger team members. It demonstrates a commitment to hearing diverse voices within the organization, which can inspire loyalty and a positive work environment.
4. Mutual Benefits
While reverse mentoring is designed to benefit the more experienced professional, it’s a reciprocal relationship. Young professionals gain from exposure to the seasoned insight and strategic thinking of their mentors, enriching their professional growth and understanding of the industry.
Incorporating reverse mentoring into your professional life not only bridges the gap between generations but also injects new zest into your career.
It’s a testament to the idea that learning and motivation are lifelong processes, invigorated continually by new challenges and perspectives.
Every professional will experience cycles of peak activity and slower periods. The key is to use these quieter times as strategic periods of growth and development.
By embracing these lulls as opportunities for strategic planning, learning, and innovation, you can ensure that you remain motivated and ready to meet the challenges and opportunities of your next busy season.
One common theme I’ve observed among successful organizations—from those directed by young entrepreneurs to major corporations to highly distinctive educational institutions—is their ability to differentiate themselves from their competitors.
From Apple to High Point University, from LPL Financial to BMW, they understand that customers don’t choose them for their similarities to others in the market but rather for the unique qualities that set them apart. These businesses have not only thrived but also inspired others with their success stories.
When you look at your business, ask yourself: what makes you different?
This is the key to attracting and retaining customers who value what you bring to the table. By identifying and leveraging your unique qualities, you can open a world of opportunities and potential growth for your business. Here are five steps you can take:
Innovation is a powerful differentiator. Customers are drawn to businesses that constantly push the boundaries and seek new ways to solve their problems. If you can demonstrate that you’re at the forefront of your industry, always exploring cutting-edge solutions, you’ll stand out from the crowd.
Personalization is another critical factor. A human touch goes a long way in a world of automated responses and generic customer service. I tell the story of a distinctive cab driver, “Taxi Terry.” Part of what made the experience with him distinctive was his effort to take the time to listen to his customers, understand their individual needs, and tailor his approach accordingly. Show your customers, prospects, and employees that they’re more than just a number to you.
Trust is the foundation of any strong business relationship. As one of the keynote speakers at this year’s Trust Summit organized by my great friend, David Horsager, we had the opportunity to explore how his extraordinary “Pillars of Trust” are congruent with my “Four Cornerstones of Distinction.” You can’t build distinction in a culture of distrust. Be transparent in your communications and act with integrity in all your dealings. Your customers will appreciate your honesty and will be more likely to choose you over competitors who may prioritize short-term gains over long-term relationships.
Flexibility and adaptability are also crucial. The business landscape constantly evolves, and your customers’ needs may change over time. Be willing to adjust your approach, customize your offerings, and find creative solutions to new challenges. Show your customers that you’re a flexible partner they can rely on.
Finally, don’t underestimate the importance of community involvement. Customers increasingly want to work with businesses that share their values and are committed to making a positive impact. By actively engaging in local initiatives and supporting causes that matter to your customers, you’ll demonstrate that you’re more than just a business – you’re a valued member of the community.
Your customers will choose you for your differences, not your similarities. Embrace what makes you unique.
Don’t try to be a copy of your competitors. By focusing on innovation, personalization, trust, flexibility, and community involvement, you’ll create a distinctive approach that sets you apart and attracts customers who appreciate the value you offer.
Remember, your differences are your strengths.
Celebrate them, communicate them, and use them to build lasting relationships with your customers. Distinction is the path to long-term success and growth.
