Gail L. Dobbs Business Coach, Speaker & Trainer The John Maxwell Team

Leadership is influence, nothing more, nothing less Everything rises and falls on leadership Leadership can be taught The three stages of leadership: Learn it Live it Lead it

“A life isn’t significant except for its impact on other lives.” A leader’s lasting value is measured by succession

Gain a better understanding of influence Learn how to increase your influence with others

Principle As a leader, I attract who I am, not who I want.

Leaders or followers Thinkers or Doers Positive or Negative Insecure or Secure Successful or Unsuccessful Givers or Takers Eagles or Turkeys

Principle How I influence people will determine how many, how long, and how effectively I influence them.

Force – no choice in the decision Intimidation – “My way or the highway” Manipulation – There’s a winner and a loser Positiona l – We follow because we have to Exchange – We both win something Persuasion – We follow because we want to Respect – We follow because of the respect for the influencer

Principle Our value and significance rises when we influence others at a time when it is needed most.

Hurt enough that they have to change Learn enough that they want to change Receive enough that they are able to change

“There comes a special moment in everyone’s life, a moment for which that person was born. That special opportunity, when he seizes it, will fulfill his mission – a mission for which he is uniquely qualified. In that moment, he finds greatness. It is his finest hour.” - Winston Churchill

Principle Why you do something will ultimately determine what you do.

Modeling Motivating Mentoring Multiplying

People are first influenced by what they see Positive & trustworthy Over time – build or bust

Creates a bridge Builds confidence Builds self-worth

Mentoring is pouring your life into other people and helping them reach their potential

The people that you have mentored and influenced have now become positive influencers in the lives of others

Integrity is not for sale Integrity is about the small things Character isn’t created in a crisis; it only comes to light

Integrity is not … Determined by circumstances Based on credentials To be confused with reputation

How well do I treat people from whom I can gain nothing? Am I the same when I’m in the spotlight as I am when I’m alone? Do I put other people ahead of my personal agenda? Do I have an unchanging standard for moral decisions, or do circumstances determine my choices? Do I make difficult decisions, even when they have a personal cost attached to them? “When I lay down the reins of my administration, I want to have one friend left. And that friend is inside of myself.”

Model consistency of character Employ honest communication Value transparency Exemplify humility Support others Fulfill your promises Embrace an attitude of service

Depth of your concern determines the height of your influence Position versus people – which do you love more Leaders who love their people strengthen their position

“There are a lot of coaches with good ball clubs who know the fundamentals and have plenty of discipline but still don’t win the game. Then you come to the third ingredient: If you’re going to play together as a team, you’ve got to care for one another. You’ve got to love each other. Each player has got to be thinking about the next guy.” – Vince Lombardi

Love Respect Sense of Security Recognition Encouragement

Positive Self-Worth Sense of belonging Perspective Feeling of significance Hope

Commit to them Believe in them Be accessible to them Give with no strings Give them opportunities Lift them to a higher level

“There are two great motivators in life. One is fear. The other is love. You can lead an organization by fear, but if you do, you will ensure that people won’t perform up to their real capabilities.” - Jan Carlzon

Don’t have faith in themselves Don’t have someone who has faith in them Can tell when someone has faith in them Will do anything to live up to your faith in them “Difficulties seldom defeat people; lack of faith in themselves usually does it.” - John Maxwell

B elieve in them before they succeed E mphasize their strengths L ist their past successes I nstill confidence when they fail E xperience some wins together V isualize their future success E xpect a new level of living “It is wonderful when the people believe in their leader. It is even more wonderful when the leader believes in the people.” - John Maxwell

“Men are developed the same way gold is mined. Several tons of dirt must be moved to get an ounce of gold. But you don’t get into the mine looking for the dirt. You go in looking for the gold.” -Andrew Carnegie

Shows respect Builds relationships Increases knowledge Generates ideas Builds loyalty Helps others and yourself

They stop gaining wisdom. They stop "hearing" what isn't being said. Team members stop communicating. Their indifference begins to spread to other areas. Leads to hostility, miscommunication, and a breakdown of team cohesion.

Overvaluing talking Lacking focus Mental fatigue Stereotyping Personal emotional baggage Preoccupation with self

Look at the speaker Don’t interrupt Focus on Understanding Determine the need at the moment Check your emotions Suspend your judgment Sum up at major intervals Ask questions for clarity Always make listening your priority

What is their heart ? What is their hope ? What is their hurt ? How can I help ?

“Few things will pay bigger dividends than the time and trouble you take to understanding people. Almost nothing will add more to your stature as an executive and a person. Nothing will give you greater satisfaction or bring you more happiness.” - Kienzle and Dare

Fear Self-centeredness Failure to appreciate differences Failure to acknowledge similarities

Wants to be somebody; be valued Needs somebody to come along side of them Can be somebody when somebody understands and believes in her/him

Make up your mind to… Consider the other person’s perspective Extend personal empathy Display a positive ATTITUDE about people

Has integrity with people Nurtures other people Has faith in people Listens to People Understands People

“It’s one thing to build a product; it’s another to build a company, because companies are nothing but men, and the things that come out of them are no better than the people themselves. We do not build automobiles, airplanes, refrigerators, radios, or shoestrings. We build men. The men build the product.”

Raise their level of living & their potential for success Increase their capacity for growth Increase the potential of your organization

Improve yourself Choose people: With a similar philosophy With potential you truly believe in Whose lives you can positively impact Match the men and women to the mountains Start when the timing is right

See their potential Cast a vision for their future Tap into their passion Address character flaws Focus on their strengths Put resources in their hands Expose them to experiences Teach them to be self- enlargers

What do they cry about? What do they sing about? What do they dream about?

“I have seen competent leaders who stood in front of a platoon and all they saw was a platoon. But great leaders stand in front of a platoon and see 44 individuals, each whom has aspirations, each whom wants to live, each whom wants to do good.”

Navigators: Show people where they need to go Tell them what they need to know Show them how to grow

Everybody faces problems Successful people face more problems that unsuccessful people Money doesn’t solve problems Problems provide an opportunity for growth

Don’t listen to doubting critics Don’t be overwhelmed by challenges Seek simple solutions Instills confidence

Don’t take people for granted Possess a make-a-difference mindset Initiate movement toward them Look for common ground Recognize and respect differences Find the “key” to others’ lives Communicate from the heart Share common experiences Once connected, move forward

“The number one managerial productivity problem is America is, quite simply, managers who are out of touch with their people and out of touch with their customers.” - Tom Peters & Nancy Austin

Giving your influence to others for the purpose of personal and professional organizational growth Sharing yourself, your influence, your position, your power, your opportunities Seeing people’s potential Sharing your resources Showing you believe in them

Position Relationship Respect Commitment

Evaluate them Knowledge – Skills – Ability Model for them Give them permission to succeed Transfer authority to them Publically show your confidence in them Supply them with feedback Release them to continue on their own

“The man who gets the most satisfactory results is not always the man with the most brilliant mind, but rather the man who can best co- ordinate the brains and talents of his associates.” - W. Alton Jones

Raises your influence to a new level Raises the new leaders’ personal potential Multiplies resources Ensures a positive future for your organization

Lead yourself well Look continually for potential leaders Put the team first Commit yourself to developing leaders, not followers

Model good leadership Provide leadership training Provide leadership resources & experiences Create a growth environment

Others are Ahead of me I am continually Challenged My focus is Forward The atmosphere is Affirming I am often out of my Comfort Zone I wake up Excited Failure is not my enemy Others are Growing People desire Change Growth is Modeled and Expected

Model Integrity Motivate Nurtures Faith Listens Understands Mentor Enlarges Navigates Connects Empowers Multiply Reproduces

“The reality is that influence is a choice. We can be indifferent to people, pursue our own agenda’s, have bad attitudes, and refuse to work with a team. Or we can care about people, be inclusive, work to be positive, cooperate with others, and try to positively influence them. Every day is a choice.”