Stand In The Gap - Leaders Think and Act

“Team Building - 2”
Getting To Know Yourself
.com

If you want it done right…
Sucking Customer
Contributing Worker
Confident Team Builder
Efficient Manager
Effective
Leader

The Making Of A
Leadership Mindset
(A Story)
1. THE WORKER!
“There’s no substitute
for
Hard Work.”
Thomas Edison
“I thought I was a strong
leader. After spending
just a month with Clay, I
realize I was a strong
WORKER that struggled
with LEADERSHIP.”
Ann, An Overwhelmed Business Owner
“Someone has to do it.”
“If you want it done right…”
“It’s common sense…”
“Move out of the way and
let…”
ISOLATED

2. THE TEAM
BUILDER• Able to SEE problems
and SOLVE them!
• Connect Solutions to
Problems
• Builds Relationships!
• Creates A Team!
BUILD WINNING
TEAMS
“Only 10% of people have
a LEARNING MINDSET.
The other 90% will only
learn if they are forced.”
HARVARD BUSINESS
REVIEW
“The two main
problems we have are
too much to do and
not enough time.”
Ann, overworked business owner
Jeff Bezos
Founder & CEO, Amazon

3. THE MANAGER
“Efficiency is doing
things right;
effectiveness is
doing RIGHT
THINGS.”
80% of 30-44 year olds
find it very annoying
when a manager doesn’t
trust or empower them.”
Entrepreneur Magazine
• Able to delegate
SYSTEMS to others to
increase production!
• Develops Systems to
maintain consistency
• Implements Plans
• Confronts deviation
from the plan
They Oversee
Accountable
Production From
Others
Solving the Micro-
Management issue!

4. THE LEADER
• Inspiring
• Respected
• Confident Plan of Action
Passionately Leads
ACTION To Fulfill the
VISION!
“Vision without
Administration is
Hallucination.”
Said The Preacher From The Pulpit
48
Percent of workers that
said they felt inspired by
their Manager to do their
best work.

How Do You Respond To Pressure?
The Worker - Isolate
The Team Builder – Gather A
Team
The Manager – Develop Systems
The Leader – Inspire ActionWhat are you hearing so far? Can you
relate to Ann?

The 4 Leadership Expression
How You
Are
Aligned?

Manage
Rules
Systems
No Surprises
Efficiency
Maintain
Consistency
Spreadsheets
Checklists
Measure
“I give answers.”
Organizing and Structuring
Processes Into Consistent,
Measureable Systems

Develop
Teach
Train
Enlarge
Map Out
Increase
Grow
Change
Together
Intentionally strengthening your
peoples capacity to grow and
contribute.
Team
“I give guidance.”

Care
Sympathy
Repair
Consider
Share
Concern
Listen Meet needs
Safety
Watching over and responding
to the needs of your people.
Nurture
“I give understanding.”

Lead
Guide
Take
Responsibility
Align
Pioneer
Direct
Inspire In Charge
Command
Intentionally influencing and
enabling people to accomplish a
goal.
In Front
“I give direction.”

The 4 Leadership Expression
STRENGTH
(Develop)
STRETCH
(Develop)
STRUGGLE
(Delegate)

“Forget about working on your weaknesses.
Play to your strength.”
Forbes Magazine, Paul Brown, 7/10/13
“Your weakness will never develop, while
your strengths will develop infinitely.”
Jim Clifton, GALLUP Chairman & CEO
“A person can perform only from strength.
One cannot build performance on weakness.”
Peter Drucker, Management Yoda

The Enemies of
Great Leadership
“Before we started with Clay, I
was a business owner
spending over 40 hours each
week doing minimum wage
work. Clay has helped me cut
that down to 15! I have found
an extra 25 hours a week to
Ann, The Overcoming Business
Owner
“Nothing Grows Until
YOU do.”
Lee Cockerell,
Disney Resorts
Mindset &
Misalignment

Let’s Recap…
•What is your Why?
•Aligning With Stand In The Gap
•Getting to know others
•Production Mindset
•Leadership Expression
•What are the Responsibilities?
•How do we solve problems together?
•People Analyzer
.com

“Prepare for New Thinking”
Crossing the Bridge

• We have to change our Pictures!
• How you see it is how you will treat it!
.com
Seeing is _________
I would visualize things coming to me. It
would just make me feel better.
Visualization works if you work hard.
That’s the thing, you can’t just visualize
and then go eat a sandwich.
Jim Carey
Losers visualize the penalties of failures.
Winners visualize the rewards of success.
William S. Gilbert
With every experience you alone are
painting your own canvas, thought by
thought, choice by choice.
Oprah Winfrey

• Your belief is based on what you have
determined is TRUE. The problem is that
most people base their truth on
circumstantial truth or truth from their own
experience as opposed to an ABSOLUTE
TRUTH.
• Experiential truth is based on a persons
experiences. “My experience has shown
me that ____ is true.” This will always limit
you!
• Unfortunately, we fall prey to limiting our life
to fit our beliefs rather than changing our
BELIEFS to align with the Truth of our
destiny.
.com
How Do I Change My Beliefs?
The Truth will set you free, but first it will
piss you off.
Joe Klaas, Twelve Steps to Happiness
T > t

“Prepare for New Thinking”
Crossing the Bridge
Great Leaders Know They’re Not Perfect –
Harvard Business Review, 10/14/14
• 69% feel unprepared for position
• 76% say their company didn’t help them
Gallup Poll, Jan. 2014
• 78% disengaged employees
Forbes, 3/2014
• 86% leaders don’t believe they have an
adequate leadership pipeline.

“Most people don’t suffer from being overworked…
they suffer from being under-organized.”
Lee Cockerell – Executive VP of Operations for Disney
Hotels and Resorts

The Daily Steering
WheelFour Easy Steps To Move From
“To Do” to “To Done”
70% of employees work
beyond scheduled time
and on weekends; more
than half cited "self-
imposed pressure" as the
reason. Society for
Human Resource
Management, Spring 2009
“I have always been waiting for the energy to
be motivated to manage my time. Now I’ve
found that it’s the management that BRINGS
THE MOTIVATION.” Elliott Yinger, Local
Network Solutions

STEP #1 – Print Off A Your Daily
Schedule
“Most people actually use
60% or less of available
work time. When more than
38,000 people in 200
countries were queried about
individual productivity, it
showed that even though
they were physically at work
five days a week, they were
only productively using
three days.” Microsoft
Survey, March 15, 2005
“The best way to
predict the future is to
Peter Drucker, The man who
invented Management!

STEP #2 – Write Out Your To-Do List
“Clarity comes with simplicity.”
Brendon Buchard, Author of The Millionaire
Messenger
“28% of Americans interviewed
in 2008 said they had been
spending less time with
household members. They
reported an average of 18 hours
a month spent with family.”
Annenberg Center for the Digital
Future, University of Southern
California, June 2009

“Our office was so
disorganized. The phones
were out of control. Our
meetings were
unproductive. Clay, The
Steering Wheel System
has changed all of this.
Now each person in our
office carries their Wheel
‘IN THEIR HANDS’ to every
meeting and throughout
the day. Our productivity
has gone up over 47% this
last month!”
Ann Anderson, Accel
Property Management

“The key is not to prioritize
what's on your schedule, but
to schedule your priorities.”
Stephen Covey
Set An Allotted Time For Each
“To Do” To Be Completed

“Most of us spend too
much time on what is
urgent and not enough
time on what is
important.”
Stephen Covey, Author
of Seven Habits Of
Highly Effective People
STEP #3 – Put Your To-Do’s On Your
Daily Schedule

Print Out Your Daily Schedule
So You Can Have It In Your
Hands!!!
Very Important
“Clay, I didn’t believe you at
first. I wanted to keep all of
my time management tools on
my phone. But after two
weeks of getting it to paper
and holding it in my hands
each day, I am now A
BELIEVER! I feel so much more
confident that I’m moving
forward each day.”
Kersten Anderson, SpeakEasy
Marketing

The Steering Wheel Keeps You
On The Road Each Day!!!
“Your ‘To Do’s’ must get on to
your daily schedule to ensure
they move to ‘To Done’!” Clay
Staires, Growth Expert, and
All-Around Nice Guy

ACTION =
CONFIDENCE
• Don’t Touch It Until You’re
Ready To Handle It!
• TAKE ACTION NOW!
• Always Carry Your Day Timer
System.
• “Get it out of your head.”
• Beware of Emails – they can kill
your time management.
THE RULES:
“If You Always Do What
You’ve Always Done,
You Always Get What
You’ve Always got.”
Clay Staires
STEP #4 – Apply Your PhD
(Pig headed Determination)

IDEAS
• 78% of the American Workforce is DISENGAGED at work!
Gallup poll, 2014
• Why don’t people act on their ideas?
– EMOTION!!
• Fear is a BARRIER! For many it’s an insurmountable wall!
• How do you scale it??
– Replace it with a
TRUTH WALL!
• High Energy
• No Value
• Everybody Has Them
Vision without execution is
hallucination.
THOMAS EDISON
Clay, I can’t believe I’m doing it! I made the leap! Thank
you so much for getting me across the bridge and into my
new life!
ELIZABETH KING, ELIZABETH KING CONSULTING,
ENTREPRENEUR OF THE YEAR, 2016 WOMEN OF
DISTINCTION

Startup
• High Emotion
• No Value
• Worker Mindset
• Emphasis on what
YOU can do.
Nothing will work unless
you do.
Maya Angelou
Here’s to the crazy ones, the misfits, the rebels, the
troublemakers, the round pegs in the square holes…the ones
who see things differently – they’re not fond of rules…You can
quote them, disagree with them, glorify or vilify them, but the
only thing you can’t do is ignore them because they change
things…they push the human race forward, and while some may
see them as the crazy ones, we see genius, because the ones
who are crazy enough to think that they can change the world,
are the ones who do.
STEVE JOBS
An entrepreneur is someone who works 23 hours a day for
themselves to avoid working one hour a day for someone else.
ENTREPRENEUR MAGAZINE, 6/27/14
There is no such thing as work/life balance. There are only
work/life choices.
LEE COCKERELL, FORMER LEADER OF WALT DISNEY
WORLD RESORTS WORLDWIDE

Signs of Overwork
• Signs of overwork
• You bring your work with you everywhere!
• You don’t delegate well. Or if you do, you end up taking
it back because it’s not right.
• You worry about small, unimportant details. Yes, you
obsess!
• You put off the hard things because you just don’t have
time
• You haven’t prioritized so everything is a priority.

Signs of Overwork
• 25% of entrepreneurs log more than 60 hours a week. Inc.
Magazine, April 2006
• 70% also worked at least one weekend on a regular basis.
Poll from readers of New York Enterprise Report
•53% of American workers are burned out and overworked.
Market Watch, 6/30/2015
•60% of workers use their cell phones to check in with work
outside of normal work hours.
Huffington Post 6/6/2016
• Ok, work is stressful and time consuming…BUT IS IT
GETTING YOU WHERE YOU WANT TO GO??
• How do we scale this next wall and break out of this trap??

Business Model
• High Execution
• Proven Systems
• Mentorship
• Expanded Leadership
Mindset
Most entrepreneurs are merely technicians with an
entrepreneurial seizure. Most entrepreneurs fail because you
are working IN your business rather than ON your business.
MICHAEL GERBER
Over the last few days we have had a million fires at my work. I
found myself doing daily work to help the group catch up. I
realized that I was doing a task that had previously been fulfilling
to do all day long. Now there has been a mindset change. The
entire time I was saying to myself, “I need to be working on the
business, not doing this.” It was definitely an AHA moment.
DR. KYLE TATE, OWNER, INSIGHT EYE CARE
Execution is the key to unlock your freedom!
Welcome to the beauty of a Franchise!

• You don’t have your PhD!!
• Pig Headed Determination
• Education without Execution will never
create Traction!
• 5 Steps to Master Execution
– Focus on your TUF’s –The Ultimate Few
– Act on your LEAD MEASURES
– Daily Accountability
– Score Cards for everyone
– Continual Pruning and Perfecting
I Have Systems,
But They Don’t Work!
Wow! I have started using the daily scorecard with my
sales team and over the past 3 weeks they have
increased their production by 47%!
LIZ BROLICK, CEO
“But, Clay, I don’t like doing all this stuff!”

Mature Business
• High Experience
• Scalable Systems
• Daily Accountability
• Organizational Trust
• Time and Financial Freedom
• Discipline to follow the systems
• CNR!
Discipline is the bridge between goals and accomplishment
JIM ROHN

Time for a Break
• Conversations
• What are you hearing?
• What are your 3 TUF’s?
• What has your experience been
with systems?
• Who is doing real well in an area
where you’re doing poorly?
• What are you going to DO about
it?
I’m going to go pee. If the universe is bigger and stranger than I
can imagine, it’s best to meet it with an empty bladder.
JOHN SCALZI, OLD MAN’S WAR

S – Systems Driven
C – Checklist Dependent
A – Accountability Focused
L – Learnable and Trainable
E – Executable By All
SCALE or Fail
The Path to Your Future of Freedom

• Life happens and if YOU are holding up everything, when life happens to you, all the other things
crumble.
• You must build systems!
• But what if I'm the only one who knows how to do it?
– DEVELOP A CHECKLIST OF WHAT YOU DO!
• Eventually delegate this checklist to someone that can do it as well as you or better.
• You must believe that there will be someone in your future that you can delegate to. You must
keep the big picture in mind! Eventually you will find that person!
• Who do I delegate to?
– Trust? Trustworthy... Yes! Trustworthy first, then trust.
– Diligence tests at the beginning. Look for character.
– But if you don't have systems to delegate, you won't have what you need to equip people to
help you.
Systems Driven
If your business depends on you, you don’t have a business,
you have a job, and it’s the worst job in the world, because
you’re working for a lunatic!
MICHAEL GERBER, E-MYTH

Ask yourself, what are the areas of my business where I can
improve my business systems.
•accounting
•respond to emails
•answer phones
• saving time on computer
• dress code
• respond to people
• equipment use
• recruiting people
• hiring people
• sales calls
• closing deals
Pick One Area to Focus On

Checklist Dependent
The volume and complexity of what we know has exceeded our
individual ability to deliver its benefits correctly, safely, or reliably.
Good checklists are precise. They are efficient, and to the
point…
ATUL GAWANDE, THE CHECKLIST MANIFESTO
Human failure is from:
• Ignorance - You don’t know what you
don’t know.
• Ineptitude - Where knowledge is applied
inconsistently or incorrectly.

Checklist Dependent
“We don’t like checklists. They can be painstaking. They’re not much fun. But I don’t think the issue here is
mere laziness. There’s something deeper, more visceral going on when people walk away not only from
saving lives but from making money. It somehow feels beneath us to use a checklist, an embarrassment. It
runs counter to deeply held beliefs about how the truly great among us—those we aspire to be—handle
situations of high stakes and complexity. The truly great are daring. They improvise. They do not have
protocols and checklists. Maybe our idea of heroism needs updating.”
ATUL GAWANDE, THE CHECKLIST MANIFESTO: HOW TO GET THINGS RIGHT
• Surgeons will forget critical steps
• Don't forget the easily forgettable things.
• Four Step Checklist for Central Lines
The nurses were strict, the doctors toed the line, and within one year
the central line infection rate in the Hopkins I.C.U. had dropped from
11 percent to zero. Two years after the checklist was introduced, Dr.
Pronovost calculated, it had prevented 43 infections, avoided 8 I.C.U.
deaths and saved the hospital approximately $2 million.

• Rules in games... referee says you can't do that! Keeps you
accountable to rules.
• Checklists will hold you accountable to specific tasks and
sequences.
• Sense of urgency!! Accountability supports Urgency!
• The 4 E’s
– Energy
– Energize
– Execution
– Edge
• The 3 T’s
– Train
– Transfer
– Terminate
• Merit Based Pay idea!
– They pay based on results not on time! It forces accountability!
– Design a merit based pay system you can use that forces accountability.
– Pay $10? cut to $8.50 and I'll give you $11 if you turn in your checklist each
day.
Accountability Focused

Learnable and Trainable
Good management consist of showing average
people how to do the work of superior people.
JOHN D ROCKEFELLER

•Rockefeller discovered over time that he could only do so much. He had to teach a
group of people to do things as well as him! He taught average people to do superior
work.
•Break down your complex systems into the most basic steps, like recipes for cookies.
–Be specific.
–What kind of flour and what brand of butter? Be specific!
•Then make sure there isn't any "jargon" in it.
–All companies have jargon!
–MOB?
–Mother of the Bride - wedding videos
•Write it out! Learnable and Trainable for everyone!
–Don't abbreviate. It makes it harder!
•It's fun to have lingo, but others won't understand it.
•Video Training? How to do things on the computer.
Learnable and Trainable

• If you have a big vision but
don't execute it, you're just
hallucinating!
• Everyone has to be able to do
these basic steps!
• Gotta be Duplicable and
Scalable.
• And it must duplicate quickly.
• Build a system where people
with the highest integrity but
lowest skill can be successful.
Executable by All
Vision without execution is hallucination.
DON STAIRES

Executable by All
• Duplicate yourself!!
• Increase your capacity to process greater
complexity. Clone Yourself!
•There will always be things that ONLY YOU
CAN DO. But that can’t include something you
can pay someone else to do!
• Ask yourself - in what ways are my systems
not executable by ALL? Make a list
• Schedule time to work on your business AND
in your business.
• 5 days IN your business and one day ON it!

Taking the “E” Out of Emotion

You have to change your pictures?
T | E | B | A | R
T > t

Who will be your Yoda?
Act | Learn | Fail | Adjust

“Don’t mistake activity for productivity.”

SCALE or Fail
S – Systems Driven – built on systems, not individuals
C – Checklist Dependent – the checklist will remember what to do
instead of the people
A – Accountability Focused – there must be a referee to remind and
create urgency; flags must be thrown
L – Learnable and Trainable – a checklist is worthless if people can’t
learn it
E – Executable by All – everyone has to be able to do it!

Good leaders prepare and focus
their people

So, How did we do with
the “3” GOALS
“It’s not just what you do, it’s how
you do what you do that makes
all the difference!”
Dave Anderson, Learn To Lead
.com
1. Explain The ONE Reason Why
Leaders Fail – MINDSET!
2. Equip You With 2 Specific Action
Steps and One New Mindset to
Improve Your LEADERSHIP
3. CALL YOU TO ACTION!

$15 Book - $5 Goes To Support The Mentoring Project

Call a Yoda!
918-798-0852
www.claystaires.com

STEP 1
LEAVE SPEAKER
EVALUATION FORM AT
YOUR SEAT
STEP 2
TAKE YOUR NOTES WITH
YOU = TOP SHEET – “Fold it
and tuck it in your pocket”
STEP 3
SCHEDULE A TIME TO
IMPLEMENT YOUR ACTION
STEP
“ACTION IS THE REAL MEASURE OF INTELLIGENCE.”
– NAPOLEON HILL (Famed success writer and fan of taking action)

“Your life gets
better when
you do!”
So Go…
Live A Better Life
&
Make A Bigger
Paycheck!

THANKS FOR BEING
AWESOME!
Clay Staires
Coach, Speaker,
Author
918-798-0852
www.claystaires.com

Clay Staires
Coach, Speaker,
Author
918-798-0852
www.claystaires.com

Stand In The Gap - Leaders Think and Act

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