I’ve been getting countless e-mails and newsletters this past week from coaches and consultants capitalizing on the downturn in the market.

Their message is fear based.  “The dow is down again, it’s scary out there, layoffs are rampant!”  Then they offer a $1,995 weekend seminar on wealth building or business growth that will solve all of your problems.  These “compassionate coaches” become opportunistic vultures praying on the carcass of your fear.

Give me a break!

Here’s my take on it wingmen - Strap in, focus your radar, and hold on. Its time to push it up! These adverse times separate the top guns from the lazy bums; the philosophers from the performers; and those with attitude from those with aptitude.

If you want to dodge the missiles and break the fear barrier holding you back from succeeding in these tough times,

• Stop dwelling and start doing.
• Stop groaning and start giving.
• Stop whining and start winning.

Pretty simple if you ask me.  Get back to the fundamentals of hard work, focus, discipline, accountability, and most of all, service.

Look, its times like these where your character will be tested. The missiles are being launched.  Whether or not you get shot down is entirely up to you. But I would challenge you to dismiss the naysayers on TV and in the break room and solicit the “YaySayers.” Jettison the wingnuts that are strangling your ability to take off in life and find your trusted partners – your wingmen – who will elevate your spirit and encourage you to take action.

Be thankful for the blessing you have today. Write them down. Then, go out and find somebody who is in the dungeon of their life, reach in, lend a wing, and pull them out.

Finally, be a comrade of courage, not a lightening rod of fear. Be the type of person others can come to for help when they are down on luck and strangled by fear. Courage is contagious. And so is performance. When you give courage, it may be all someone needs to take the action that can help them release their brakes and take off.

We’re all in a difficult time right now but please have faith that the pendulum will swing and the economy will improve. Stay focused and keep working.  The weather will get better.

Today, be open to receive a May Day call which says I Need Help. Lend your wing. Make a difference in any way you can not just at work, but in your personal life. It’s how we’ll survive these tough times. This is the wingman’s call to action.  It’s your call to action. I hope you’ll take it.

Winners Never Fly Solo!

If you enjoyed this post, make sure you subscribe to my RSS feed!

If you want to test the true character of a person, see how they respond to adversity.  Watch how they handle the pressure of a lost sale, an angry client, or a difficult boss.  What do they say?  How do they act?  What is their emotional state?  Do they freeze up and get angry, or do they buckle down and increase their focus and commitment?

The same holds true for those who would assume the mantle of leadership in business.  When adversity hits, how they respond in the market will determine their ability to stay in business and win. Leadership – both on a personal and organizational level – ultimately drives the actions taken amidst crisis and change.

Today’s economy is full of adversity. I call them “missiles of business and life.” It seems we are being fired at every day. Rising costs of fuel, shrinking budgets, demanding clients, and a lack of qualified (and loyal) employees all create an intense and constantly changing environment. As soon as we think we defeated one missile…BAM! Another one is fired.  As soon as profits start coming in…BAM, another competitor enters the fight.

The missiles will come and you will be fired upon. It’s not a matter of if, but when and how often. The key is NOT to get shot down!

This week we saw one of the most reputable giants in the financial industry – Lehman Brothers - get shot down.  Just a few years ago, who would have thought such a thing could happen?  But it did. And it will happen again. It’s just the nature of business…and life.

In fighter combat, the best pilots who are able to adapt to adversity and change are called ACES. They prepare relentlessly and are the most focused and committed under pressure. They are the respected and accomplished leaders in their squadrons because they don’t run away when fear knocks on their door. They buckle down and ultimately take action.

The right action.

Here are a few WingTips that can turn you into an ACE and help you avoid getting shot down on your next mission:

A: Attitude + Action:  Attitude does not determine altitude. Attitude plus Action does. Being positive and enthusiastic is a critical component of success, but your customer ultimately rewards your actions, not your positive attitude!  An attitude that breeds confidence is a by-product of disciplined preparation and mission rehearsal. When dealing with a price objection, last minute competitor, or late product shipment, it’s the commitment, focus and sense of urgency you have to fix the problem, provide value, and deliver results that counts.

C: Customer: Success in business is not about you, your company, or your product. It’s about your customer.  Prior to each meeting, gather the latest, up to date intelligence (from multiple sources) and commit yourself to meeting the needs of your customer. Be original. Come prepared with questions. Learn about the person you’re meeting.  If you’re not focused 100% on your customer – your target – you shouldn’t strap on your jet to fly. (By the way, it can’t hurt to learn about your Competition too …but only after learning about your customer.

E: Environment: Every mission is unique. What works with one client or industry, may not work with another. The environment in which you and your customer operate will ultimately determine your tactics.  Was there a recent merger or perhaps some lay-offs at the company you’re meeting?  How’s their stock price? What’s the nature of the industry you’re operating in? Who are you meeting?  Who is the decision maker? What resources (wingmen) do you have that can help you prepare for your meeting? Never sell by the seat of your pants!  

Take it from somebody who’s been shot at in real combat, the winning ACE’s in business and life prepare for the worst, but then expect the best. They acknowledge adversity and develop the confidence to overcome it by hard work and focus. But being an ACE is not easy.  You can either “push it up” on your throttle and defeat the missile, or pull it back and risk getting shot down. It’s your choice.

I hope you’ll push it up!

If you enjoyed this post, make sure you subscribe to my RSS feed!

“You’ve got to Push it up to take off.  And you have to take-off to fly!”

I’ll never forget the first time I flew the F-16.  The rush of adrenaline was amazing. The tower controller cleared me for take-off and from the back seat my instructor pilot, Captain “Deke” Slaton, called out over the intercom, “Push it up, Waldo!”

“Yes, Sir!” I replied.

I nervously pushed up that throttle to full power and felt a kick in the seat unlike anything I’ve experienced in my life.  30,000 pounds of pure thrust. The power was unreal as I became airborne and in seconds accelerated to 350 knots.

I won’t forget how hard I worked to make it to the cockpit that day. But it paled in comparison to how hard I would work to stay there. I had to push myself beyond my limits to earn my wings and become mission ready in the F-16.

I’ve embraced the phrase “Push it up!” in my personal and professional life and use it as a call to action to my clients, fellow wingmen, and friends. I want you to use it as well because it symbolizes what it takes to win. It stands for maximum effort. It’s the thrust which drives you forward.  It’s what gives you wings to fly.

Push it up means you:

• Put forth maximum effort
• Discipline yourself to take (the correct) action every day
• Commit yourself to your goal
• Stay focused until the mission is complete
• Face adversity with courage.

It’s about personal leadership, and you’re the pilot in command.

Push it up also means you’re a trusted partner in life – a wingman. Someone others can count on to get the job done. You have a disciplined, determined and passionate approach towards living every single day and you don’t need to wear a flight suit of fly an F-16 to develop it.  It originates in your heart, is inspired through your attitude, and is executed through your action.

Let me share something with you.  Success isn’t necessarily about motivation or even attitude. It’s about action. Action that leads to performance that leads to results. The world rewards results, not attitude… and while your attitude is a tremendous asset in your life and will likely inspire you to act, it’s not going to directly give you results.

Some say attitude determines altitude. I totally disagree.  Here’s a better formula:

Attitude + Action + Ability determines Altitude.

What drives you to get out of bed every day ready to push it up and take action? Are you willing to work for it?

Hard work is the impetus to action. It’s the sun to the blooming flower and the sweat to the athlete. There is no substitute when it comes to success.

Winners in business and life possess a positive attitude that is seasoned with discipline, passion, and commitment. But at the end of the day, they take action to make it happen.  Winners sharpen their sword and do the work to perfect their craft.  Most importantly, they resist the temptation to ease up–to pull back the throttle–despite the missiles of life that are constantly being launched.

Push it up isn’t easy. But it separates the mediocre from the “Mach-1.” Are you pushing it up or pulling it back in life? How hard are you willing to work? The difference will determine whether or not you take off and reach new heights.

If you enjoyed this post, make sure you subscribe to my RSS feed!

So, how do you get a 35,000-pound F-16 jet fighter to fly?

It’s no easy feat. To overcome the force of gravity, you have to create a force that is greater than gravity’s grasp.

That force is lift.

As the F-16 blasts through the sky, there is an “enemy” of  lift that must be overcome known as drag. There are two kinds of drag – Induced and Parasite. Induced drag is a “good drag’ in that it is a bi-product of lift and is necessary for flight. Parasite drag is not helpful as it battles against the “good” drag, working to slow the aircraft down. It’s caused by the non-lifting portions of the aircraft, such as the landing gear, missiles, and fuel tanks.

Ok - here’s the big picture.  In order to fly, a jet’s lift must exceed drag. The less drag, the easier it flies.

Let’s look at this in fighter combat. When evading missiles or engaging another fighter, one of the first things you must do is jettison your stores. You have to get rid of all the parasite drag hanging from the jet that’s not critical to immediate, fast flight. Fuel tanks and bombs, for example, go. This reduces your weight while simultaneously reducing drag, allowing the fighter to be much more maneuverable to avoid getting shot down.

Simply put, if you don’t need it, you drop it.

What ‘parasites’ do you have dragging you down and stopping you from reaching new heights in your life?  Do you find yourself unable to avoid life’s the missiles because you have too much weighing you down?

Parasites are the negative relationships that sap your energy and time. They are also the fears, doubts, mental baggage, and self-limiting beliefs that strangle your ability to take action. Parasites suck the life out of you. They can drag you down emotionally and hold you back from being a successful leader.

Do you have any of that “hanging around?”

We all have parasite drag in our life and we know it.  We’re just not aware that we have it, or we put off doing anything about it until our own personal “missiles” begin to fly.  The problem is if we’re dragged down too much, the missiles will hit us.

What are you holding on to that you really need to let go of?

Here’s my advice.  Jettison your parasites now!

Are you willing to jettison what’s dragging you down so you can become more fulfilled and successful? Perhaps it’s an unhealthy relationship, laziness, or a private addiction such as TV, gambling, or even that sugar fix you seem to always crave.  Or maybe it’s a bad job that is bringing you down or a fear of failure that is stopping you from starting a new business.

Want to find what gives lift in your life? Look at what drives your passion. Look at the relationships and activities that get you excited and energized and ready to “push it up” in life. Then, pursue them relentlessly. Seek what gives you life.

When flight planning for success, winners have an ability to get rid of distractions and focus on action that leads to positive results. They also surround themselves with people who challenge them.  If you want to be a success, spend time with people that lift you up to greater heights. They are your wingmen.  Folks who have the courage and compassion to tell it like it is.  They won’t settle for your excuses, but they will also inspire you and give you hope.

So, how do you attract these type of people into your life? You do it by giving your time, advice, and hope to those in need.  You become a wingman to others and help them to fly to greater heights. You do the hard work to build your own character before expecting it of others. This is the core of leadership. When you do this, wingmen will naturally be attracted to you. They will feel comfortable coming to you for help and you will slowly but surely find yourself surrounded by people you trust. As I always say, never fly solo.

Leadership Wingtip:
Leaders push themselves up, while pulling others up.
Discipline, hard work, and productive relationships are the lifts in life that overcome the parasite drags of unhealthy relationships, addictions and complacency. They are your tools to conquer mediocrity and live with courage. They will help you to win.  Don’t leave them from your flight plan.

If you want to reach new heights in business and life, make sure you do whatever it takes to maximize your lift and minimize your drag. Not only will you avoid the missiles, but you’ll hit your target as well!

If you enjoyed this post, make sure you subscribe to my RSS feed!

COMMIT COMMIT!

December 21^st, 1998 – a brisk winter day in Saudi Arabia. I was stationed on my first combat deployment, flying missions enforcing the Iraqi southern no-fly zone.

I was scheduled to take off on only the fourth combat sortie of my career, inexperienced and quite nervous. It was a mission I’ll never forget.

I was flying that day with my flight lead Lt Col “Hos” Hyatt, the commander of the 79^th Fighter Squadron Tigers. Our “2 ship” of F-16’s were charged with “sanitizing” the airspace of any enemy aircraft that might be crossing the restricted area. It could have been a routine patrol – or not.

Suddenly, our radios blared with an urgent call from the radar ground controller, “Viper flight, you’ve got a MIG-23 150 miles off your nose headed south…hostile, hostile!”

This meant the MIG had crossed the no fly zone and was headed towards us and the fuel tankers we were in charge of protecting. A split second later, my headset erupted with a call from Hos.

“Viper flight, COMMIT, COMMIT!”

Almost unconsciously, I pushed up my throttle to afterburner and started to climb as I struggled to stay in perfect formation with Hos. There was no turning back. We were going after that MIG.

With those two words, “Commit, Commit,” my destiny was set in motion that day. No time to think – there was simply time to react. I was trained for that moment and my instantaneous choice was really quite clear: it was time to “commit.”

(more…)

If you enjoyed this post, make sure you subscribe to my RSS feed!

We have a saying in the fighter pilot world, “lose sight, lose fight.” Lose sight for just a second of the ground or aerial target, and chances are you’ll lose the fight (i.e. miss the target or get shot down). It takes intense concentration, discipline, and focus to keep sight. Your vision is only as good as how well you see the immediate target.

We’ve all heard the experts talk about vision. Vision paints an inspiring picture of what an organization can become and gives us something to believe in, work towards, and identify with. Warren Bennis calls it ‘a compelling goal.’ When we have a vision, we’re naturally driven to achieve it and it inspires us to action every day. It gives meaning to our mission as it provides a purpose in all we do.

(more…)

If you enjoyed this post, make sure you subscribe to my RSS feed!

I just started re-reading certain chapters of one of my favorite books…Think and Grow Rich by Napoleon Hill. It’s an amazing book that emphasizes the power of our thoughts in creating our reality (in particular when it comes to business).

I definitely believe in the power of our minds, and the control we have over our success. But as I read through certain chapters I started thinking of the most successful people I know and what created their success. If I had to boil it down to a simple concept, here’s what it would be: HARD WORK!

(more…)

If you enjoyed this post, make sure you subscribe to my RSS feed!

I am well aware of the toil, and blood, and treasure, that it will cost us to maintain this declaration, and support and defend these states. Yet, through all the gloom, I can see the rays of light and glory; I can see that the end is more than worth all the means, and that posterity will triumph. John Adams letter to Abigail Adams, July 3, 1776

Tomorrow is the 4th of July. My ‘orders’ from my trusted wingman and business associate John Harrington is to relax. I plan on doing so.

But when I look up into the sky and see the fireworks, I won’t relax. I can never relax. And neither should you.

(more…)

If you enjoyed this post, make sure you subscribe to my RSS feed!

I recently moved into a new town home in the quaint community of Vinings ~20 minutes outside of Atlanta. I have been checking out the local business establishments and wanted to share a few experiences.

Scenario #1: Searching for a new local chiropractor
Location: “The Joint” (www.thejoint.com)
Overview: It was my first visit. The young receptionist didn’t welcome me or say hello. Her first words were “Name, please” as she searched the computer for my records. When she realized I wasn’t in the system (I had to tell her it was my first visit), she handed me paperwork and said “fill this out.” No eye contact. I felt like I was in-processing at basic training. When I told the owner owner/chiropractor of the business (Dr. Fred Gerretzen) that his receptionist’s customer service was lacking and that she needed training, his response was “Well, don’t let the door hit you in the a_ _!!” I couldn’t believe what I just heard. I left shaking my head.
Conclusion: Dr. Fred is a Wingnut! I will never go to “The Joint” for any chiropractic work and neither will anyone I know. Why? Because I don’t trust him and he has no people skills. Here’s the bottom line, if Dr. Fred treats his prospects this way, what kind of attention to detail will he pay when he evaluates and adjusts my back??! (BTW - I don’t blame the receptionist for her poor service. It’s the bosses responsibility to make sure his staff is trained. (He obviously he has no clue what customer service means.)

(more…)

If you enjoyed this post, make sure you subscribe to my RSS feed!

You’re at 20,000 feet and 550 knots in your F-16 and your instructor pilot (IP) just demonstrated a perfect offensive BFM (Basic Fighter Maneuver) engagement. Now, it’s your turn to show him what you’ve learned.

He yells out on the radio, ‘You have the aircraft!”

You respond, “Roger Sir, I have the aircraft!” and waits for you to shake the stick (meaning you’re now in control.)

(more…)

If you enjoyed this post, make sure you subscribe to my RSS feed!