QUOTABLE QUOTES
***The Danger of Over-Analyzing 
 “Some things are meant to stay wholes.  If you look at their pieces, they go away.” 
--Robert James Waller, author of The Bridges of Madison County
 
***The Past 
“Blow the dust off the clock.
Throw open
     your cherished heavy curtains.
You do not even suspect
     that day has already dawned outside.”
--Alexander Solzhenitsyn  (Nobel-award-winning Russian novelist and historian, 1918--)

***Seeing
“The facts we see depend on where we are placed, and the habits of our eyes.” 
--Walter Lippman, (American journalist, 1889-1974) 

***Learning
“Learning can be a pleasurable, communal experience—a journey of discovery, hopefully made more meaningful by the common interests and cordial relationships among the travelers.” 
--Cora V. Baldock and Jim Lally, Sociology in Australia and New Zealand, 1974)

***Action
 “A serious prophet, upon predicting a flood. should be the first man to climb a tree.”  
--Stephen Crane, The Red Badge of Courage, 1895) 

***Coaching
 “I don’t coach the players.  I coach the coaches.”  --Paul “Bear” Bryant (legendary football coach, 1913-1983)

***Ideas
“The only thing worse than not executing a good idea is not having a good idea.” –Gene Griessman

LEADERSHIP: CRISIS MANAGEMENT
A painful and public failure changed Luke Appling’s career. 

Appling, who’s in the Baseball Hall of Fame, played for the White Sox during the 1930’s and 40’s.   In 1933, in a game against St. Louis, the score was tied in the ninth inning, there were two outs, and the bases were loaded.   The batter hit the ball straight to Appling, who dropped the ball for an error. 

The man on third scored, and the game was over.  On the way to the locker room, Appling mumbled to Jimmy Dykes, the third baseman, “Why do they always have to hit the ball to me in a spot like that?”

Dykes, who was like an older brother to Appling, grabbed him by the arm and said:  “Don’t let me ever hear you say a thing like that again.  You won’t be a ballplayer until you want them to hit the ball to you in a spot like that.”

In later years, Jimmy Dykes, who became a famous manager, said:  “He never forgot it.  I think that was when he started to become a real ballplayer.”

A hard-hit ball with the bases loaded is an opportunity.  It may be scary, but you won’t ever become a star if everything you do is safe and easy.  The path to stardom involves having confidence in your abilities, and in being willing to take the risk of failure, of losing, of looking bad.   You have to be willing to be the one who loses the game, if you want to become known as the one who wins the game.

(Source:  Bill James, The Baseball Book  1991. NY: Villard Books pps.  346-347)

LINCOLN’S LOG: LINCOLN’S FAILURES

Much has been written about Lincoln’s failures.

It is true that Lincoln had plenty of failures—in romance and business and politics.  But Lincoln had many successes.  

He lost his first campaign for the Illinois legislature in 1832, but he won in 1834, 1836, 1838, and 1840.  In 1846 he was elected to Congress.  Lincoln was again elected to the Illinois legislature in 1854, but declined his seat to run for the U.S. Senate, a race that he lost.  As a lawyer, Lincoln tried over 5000 cases.  He did not win all of them, but enough to make him famous as a lawyer.

In a biography that was released with his approval for his political campaign are these words: “Returning from the (Black Hawk) campaign, and encouraged by his great popularity among his immediate neighbors, he, the same year, ran for the Legislature and was beaten—his own precinct, however, casting its votes 277 for and 7 against him.”  But this sentence is added:  “This was the only time A (Lincoln) was ever beaten on a direct vote of the people.” 

Lincoln lost in his bid for the U.S Senate against Stephen Douglas, but not by a direct vote. In those days U.S. Senators were chosen by state legislatures.

There are lessons here for you as a leader. 

One.  If you fail repeatedly at something, your failure may be telling you to try your hand at something else.  You may not have an aptitude for what you’re doing. Or you’re doing it at the wrong time or the wrong place.

Lincoln failed in the grocery business.   But he never tried it again.  In fact, Lincoln tried a number of vocations.  He was a bargeman, a day laborer, a surveyor, a postmaster, and he considered becoming a blacksmith.  Fortunately for the nation and the world, Lincoln decided not to pursue careers in any of those fields.  

Two.  Leaders should look for ways to help those whom they lead get a taste of success. If your people experience a steady stream of failure, don’t be surprised if they lose heart. 

(Suggested reading:  “Know When To Cut Your Losses” in Time Tactics of Very Successful People, pp. 70 ff.  The section contains a check-list of questions to ask about how to evaluate setbacks.)

 “LINCOLN’S WISDOM”   
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“LINCOLN ON COMMUNICATION”

How would you feel if Abraham Lincoln could speak to your leadership team, your class or seminar, your course on business communication or interpersonal communication?  You'd be thrilled, of course.  Now you can do the next best thing.  By showing "Lincoln on Communication," you will enable those you lead to learn Lincoln's communication secrets, the tactics and strategies that made him effective at interpersonal communication as well as a great writer and speechmaker.

Business leaders, communication experts, and educators alike have acclaimed it.  To order: www.achievementdigest.com/lincoln%20on%20communication.html   
This item is one of our most expensive products but it’s an investment that will pay off again and again.  Your purchase is protected with a lifetime return guarantee.

FEEDBACK
From recent feedback forms:  
*** “I enjoyed the portion on dealing with complaints.  I struggle with my words when this comes up.  I will now have a system in place.”  --C. Morrison
 

“Love the lawyer concept of arguing the other side to fully understand opponent.”   Anonymous 

“Excellent acting and original way of getting info across.”  --D. Zabinski

“I liked how Lincoln came to life right in front of me…and taught me information I’ll use every day.”   --B. Hogan

“I forgot I was listening to a speech.”   --R. Miller

“I am from Africa and learned a great deal about Lincoln and also leadership styles.  The stories really stick.  A great experience, especially for an African immigrant.”--Steve

TRAVEL NOTES FROM A ROAD WARRIOR: Ways To Find The Best Deals On Rooms and Airfare
I learned to think like the famous penny-pincher Clark Howard before anybody heard of Clark Howard—because I had to. 

I was employed by state universities whose per diem requirements forced me to stay in modest or less than modest accommodations.  I was forced to look for good deals. 

Now that I no longer have to do this, I continue to use the skills that I acquired in those economically pinched years.  Today, I look upon finding good deals as a game that often has lovely pay-offs. 

I’ve observed that many people who make good money don’t know how to use it.  What matters most is not how much you make, but how well you live. 

Hotel Loyalty Programs and Airline Frequent Traveler Programs

I regularly get free flights and free hotel stays all over the world with credits from loyalty programs. In the last issue of TAD, I mentioned that I cashed in some points to stay at the Santiago (Chile) Marriott, a five-star, beautiful and wonderfully run hotel. 

What amazes me is how many frequent travelers don’t bother to maximize these programs. 

Sign up for them, all of them, whether it’s a hotel or an airline, even if you use their services only occasionally. 

Agree to let them send you their emails.  That way you can learn about special offers and promotions.  For example, the Marriott hotels periodically offer a lot of bonus points for stays within a limited time frame. When you learn about such an offer, usually by email, sign up.  It usually takes just a few moments to do it.

Every good company wants to keep their customers, and they will give you goodies to keep your loyalty. 

Gift Cards
Give yourself a gift card.  Several of my favorite restaurants, book stores, and merchants offer bonuses if one purchases a gift cards.  For example, Ted’s Montana Grill offers a $100 gift card that has $120 in restaurant credits.  I give some of these gift cards away, but I keep some, too.  Every time I dine there and use a gift card, I automatically receive a 20% discount.  (I don’t purchase a gift card unless it comes with some kind of bonus.  Why should you give a company the free use of your money?)

Credit Cards
One.  Don’t allow yourself to get behind with a credit card.  Ever.  Find some other cheaper way to use other people’s money, such as a line of credit at your bank or credit union, a second mortgage, a personal loan, etc. 

In general, try to position yourself so that you can use other people’s money at the lowest possible cost.  Pay your bills promptly.  Build up your credit rating so that the “rent” you pay for money is reduced. 

Two.  Understand the cost of using other people’s money.  Whenever you can, get simple interest rather than what’s called add-on interest (e.g., car payments).    Add-on interest is about twice as expensive as simple interest because the interest is added to the principal at the beginning of the loan, but only the principal is disbursed to the borrower.  For example, if the advertised rate of a car loan is 8%, the real cost of money is about 16%. 

Three.  Faithfully pay off your cards within the grace period (which varies by card but is usually between 25 and 29 days). If you do, you get to use the credit card company’s money—a “float”—every month.

Four.  Use only cards that give you something.  I’m astonished that people use credit cards that don’t, when it’s so easy to use cards that do.  For example, I have two American Express cards.  One is a platinum card that gives me access to airline club lounges for a number of airlines, discounts on airline tickets and car rentals, plus points that I can use for miles, stays in hotels, etc.  The second is a Hilton affinity card that gives bonus points whenever I stay at a Hilton affiliated hotel.  I also have a Marriott Visa.  Same kind of benefits.  And an American Airlines Master Card, which provides bonus points when I purchase AA tickets with that card.  Several of these cards gave me 20,000 miles just for ordering their cards and using them at least once.  Now I use them selectively.  The BP credit card is one of my favorites.  It gives me a 5% discount every time I go to a BP station.

How To Find Great Deals
One good way is to purchase an Entertainment book.  These wonderful books, which cost about $20, contain amazing coupons.  For example, their rental car coupons contain a special Entertainment phone number, which automatically gives you a cheaper rate—plus the coupon benefits.   www.entertainment.com

Join AAA and AARP (if you’re over 50).  Their discounts are often significant.

Look for last-minute deals at airline websites and last-minute cruise websites. Most hotel chains offer weekend specials when the business travelers are gone. 

When is a deal not a good deal? 
It’s not a good deal when you have airline miles but the airline won’t let you use them because of severely limited seats or blackouts.  Delta and US Airways are among the worst offenders.  American Airlines (AA) is one of the best, with more seats available and generous rules about using the miles. 

How To Bargain For A Great Hotel Room
When you’re making a reservation, check their website first.  Also check websites such as Orbitz.  These companies may have an agreement to promote a particular hotel or chain.
 
I call as well as book online.  If I call, I ask if they offer an Entertainment rate for that particular night.  If not, I ask if they offer an AAA or AARP discount. I inquire if there are special promotions.  When I’ve heard the absolutely lowest rate, I will make one final effort with a favorite question:  “Can you do any better?”  Often they can.

When  checking in, be friendly with the front-desk person who often has discretionary power.  I give that person my loyalty card number, and then say something like, “I hope you can give me a really nice room.”  This doesn’t always work, but sometimes that question pleasantly asked will get something extra.  I also will ask for Concierge-level “privileges” if I don’t qualify for a lounge-level room.

Many people don’t ask because of fear of rejection.  But it’s amazing what you can get if you ask, and if you learn persuasive ways to do the asking.

THE ACHIEVEMENT DIGEST--TAD, March 2005--A Unique Newsletter For LeadersIF YOU ARE INVOLVED IN PLANNING AN UPCOMING MEETING, SALES CONFERENCE, CUSTOMER-APPRECIATION EVENT OR SEMINAR, PLEASE TYPE "YES" BESIDE THE ITEM/S BELOW AND RETURN THIS EMAIL IN ORDER TO RECEIVE MORE INFORMATION ABOUT THE FOLLOWING PROGRAMS:
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VALUABLE RESOURCES 
***THE WORDS LINCOLN LIVED BY www.achievementdigest.com/thewordslincolnlivedby.html
 
***TIME TACTICS OF VERY SUCCESSFUL PEOPLE www.achievementdigest.com/timetacticsofverysuccessfulpeople.html
  
***99 WAYS TO GET MORE OUT OF EVERY DAY: www.achievementdigest.com/99waystogetmorecd.html
 
***"AN EVENING WITH ABRAHAM LINCOLN" VIDEO www.achievementdigest.com/aneveningwithabraham.html
 
***"LESSONS FROM LEGENDS" CD AUDIOBOOK www.achievementdigest.com/ProductOrderForm.html
 
***"LINCOLN ON COMMUNICATION" DVD-CD  www.achievementdigest.com/lincoln%20on%20communication.html

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THE ACHIEVEMENT DIGEST--TAD, March 2005--A Unique Newsletter For Leaders