Action and patience are like the chocolate and peanut butter of success. You need both. First, you need to act in order to create conditions for growth and achievement. You need to put the ball in motion. You need to hit start. You need to raise your hand. You need to plant seeds.
But then comes the hard part. You need to be patient. Because the universe doesn’t run on your timeline. The big break you are looking for doesn’t care how much you want it to happen right now, Sammy Hagar.
Opportunities are like showers. They take time to warm up. Which means you need to plan ahead. You need to take action early, so you can create opportunities later. You can’t wait until the moment you need results to get started. Or you are sure to get the cold shoulder, along with a whole bunch of other cold body parts.
Why? It takes time for the warm water of your positive actions to reach you. Remember, each shower works on its own timeframe. It depends on how far the shower is from the hot water heater, the size of the pipe, and how long it has been since you showered last.
Reminder
Once you have met a new contact, prospect, potential customer, hottie or employer, remember that you need to wait on their timing to be right to create a mutually beneficial transaction. If you insist on moving quickly, expect a cold shower.
Key Takeaway
Take initial action. Then be patient. We are all dependent on others. Arriving at synchronization takes time. Let the water warm up before you jump in. The wait is well worth it.
*If you know someone who could benefit from this message, please share it with them.
Last night I was up until 1am. But I wasn’t partying.
I was reading. But I wasn’t lost in a page-turning mystery, or a salacious celebrity biography. I was alone, in my home office, reading a 48-page Master Service Agreement.
For those unfamiliar with MSAs, they are the legal documents that businesses sign with each other in order to form legal working relationships. They are like company prenups. And 48 pages is like a Kardashian-level prenup.
As I was carefully pouring over the legalese somewhere west of midnight, I was struck by how much I enjoyed what I was doing. It’s not that I love reading legal documents. The theretofores and hence-stateds always seem stilted and unnecessary. Like the nerdy shop talk of those who want to get back at the world by going to law school.
I enjoyed reading the long and dry document because it is part of the entrepreneurial experience.
When I first launched The Weaponry, my advertising and idea agency, I hoped that I would have clients join me on my adventure. Because a business without clients is like the sound of one hand clapping. Better yet, I wanted The Weaponry to work with large, successful companies who could afford armies of legal resources to write 48-page MSAs for them.
Today I have a great collection of large, successful clients. I’m doing what I set out to do. And I am happy to take the fun, the pride and the spoils of entrepreneurship, along with the 48-page MSAs.
Remember not to view legal contracts, insurance and taxes as headaches or necessary evils. They are symbols of success. And they are worth losing a little sleep over.
Key Takeaway
Find the things in life that you enjoy so much that you gladly embrace the tedium that goes with it. It is how you know you are on the right path.
*If you know someone who could benefit from this message, please share it with them.
We all have aspirations of creating cool new things. Maybe there’s a company that you always wanted to start. There’s a t-shirt or hat you wish you had. Or a new product or service you know the world needs. Perhaps there is a meetup you wish existed. Maybe there is a regular get-together among friends. Or a new blog post that didn’t exist at 6:00 this morning. #ItsTimeToMakeTheDonuts
You wish that you actually started, did, or made those things that you think so much about. Right?
Well, you should.
What most people do when they have a great idea is fantasize about it for too long. Sometimes for years, or even decades. Unfortunately, the idea often dies when the person dies. Then the human and their unrealized dreams have a double funeral. It’s all so sad. (Tito, get me some tissue.)
At some point in the process, you lean forward on the idea. You start writing the idea down in your notebook or on your digital device. You sketch out details. You do some online searching on the topic. You talk to other people about it. Your Aunt Jan thinks it sounds fabulous.
Once you have leaned forward on your idea one of two things happens:
You lean back to your normal resting position. At that point, the idea stops progressing into reality. Instead, it goes from a growing grape to wrinkly raisin.
You transition from a lean to a run. You start taking bigger and faster steps. You quickly cover more ground. You start passing other people. Your hair blows back in the wind. You start hearing the theme song from Chariots of Fire.
Which of these do you think leads to real results, real businesses, and real products, services, and events that exist here in the real world, Alan Jackson?
Come on Eileen! It’s time to run.
Obviously, it is #2.
Transitioning from a lean to a run is the magic point when ideas get made. People who really create things don’t stop at the lean. They don’t simply fantasize. They don’t perform the minimum. They take additional steps. And those steps happen faster and faster.
What you’ll quickly find is that it only takes a few important steps in the right direction to build momentum. Once you have created momentum, the development process begins pulling you along, like a riptide. For those who create a lot, the process becomes like a black hole sucking you in until the idea is fully made. This is what you want. And it’s easier than you think.
Key Takeaway
Don’t just lean in on good ideas. Start to run. Rapid steps of progress get the job done. #RhymingReminder
*If you know someone who could benefit from this message, please share it with them.
Do you have big dreams? Do you have lofty goals and imagine yourself as a big success? Of course you do! You are full of ideas about the things you want to make and do. Which is a great start. But it is the same great start that everyone has.
There are amazing things happening in your head. But no one else can see them. Except maybe your radiologist, and that woman from Long Island Medium. To transform your dreams and ideas into reality you have to take action. You have to make, and do. You have to press your ideas into the world. Here’s how it works.
A Lesson In The Snow
A thought is like a field of freshly fallen snow. They are both full of potential. But to transform the field of snow into something of your own creation, you have to reach down and grab a handful of it. You have to pack it into a ball. By doing so you have begun to convert an idea into something tangible and real. Suddenly you have something of your own creation. You have built the initial unit. (snickering) This is the first visible product of your thoughts.
Step 2
From there, you decide the next step. You can grab another handful and pack a bigger ball. You can place the ball on the ground and create another one just like it. And another and another. You can create a small line of snowballs. Then start a second level. You can create a circle of snowballs like the foundation of your snow fort.
Or you can put that snowball on the ground and begin to roll it. You can watch it grow quickly with thick layers of compounding snow.
Keep Going. Keep Rolling. Keep Growing.
That snowball, gathered and rolled, will grow as long as you keep rolling it. Stop rolling and the progress stops too. #PleaseDontStopTheMusic
But if you keep pushing you will get to a point where you need more people to push it with you. (Like Salt N Peppa did.) Find yourself a hill and let the universe work its magic. Suddenly, growing bigger is easier. Before you know it you will have a giant snowball thanks to simple, steady effort multiplied over time.
Where It Started
Remember, it all began when you squeezed together that first small handful of snow. That was the step that mattered most. Without that, nothing else was possible. There was nothing to multiply. Nothing to add to.
My Snowballs
• I dreamt of starting my own advertising agency. So I took on a project from a friend. Now The Weaponry is a multi-million dollar business with offices in 2 states.
• I wish I had a blog. So I wrote one post in the fall of 2015. Now I have written over 530 posts. Today my blog has been read in 130 countries.
• I always wanted a family. So I asked my co-worker to go see a movie. Now Dawn and I have been married for 18 years and have 3 crazy kids. (My youngest, Magnus, just popped his head into my office, and in his best narwhal voice said, ‘Bye Buddy. I hope you find your Dad.’
Key Takeaway
Make snowballs. They are the easiest thing to create. But they make all the difference.
*If you know someone who could benefit from this message, please share it with them.
Business is the ultimate sport. Not only is it highly competitive, it is played for money. And the better you are at this game the more money you and your teammates make. And while many professional athletes are well paid, it is because someone else is making even more money in business by owning the team or the league the athletes play in.
Sports and Business
Will Jurgensen loves exploring the parallel between sports and business. In fact, he began a podcast called Sport Coats to profile the stories of athletes who applied their approach to athletics to successful business careers. I would have liked to have been in the room when Will realized how perfect the name Sport Coats was for his sports/business podcast. Because I bet that boy celebrated like Ickey Woods.
Everyday Ickey Woods is shuffling.
I recently sat down with Will to talk about my experience as a track and field athlete at The University of Wisconsin. But more importantly, we talked about how I have applied my approach to athletics to my career in advertising. And we talked about how my athletic career prepared me to become an entrepreneur when I launched The Weaponry.
Sound bites from the podcast:
On Focus:
‘I remember early in my career, getting hyper-focused on concepts for a campaign or ideas for a new business pitch. It felt the same as those times when I was in the weight room focusing hard on getting those last few reps. It’s the same thing, it’s the exact same feeling.’
On Transitioning: (Not like Caitlyn Jenner)
‘When you are done with your athletics, a lot of athletes say, “I was lost, I felt like it wasn’t me without sports.” I would say I never felt that at all. As soon as I graduated, I just turned my attention to my career and took the exact same focus and drive, and willingness to put in the energy to be great that I did for my athletics. I put that into my career and it surprises me how few athletes do this, because it is the exact same blueprint for athletic success that drives the rest of the success in your career.’
On Self Improvement:
‘Track and field is a little different than a traditional team sport because it is all you, and it’s so cut and dry. I would put a tape measure out or use a stopwatch to figure out if I was improving and if I was better than other people who have tried this. From that standpoint, I found the challenge of self-improvement to be intoxicating.’
On Training:
“The structure, the discipline, the focus, the background work that you have to do as an athlete, you know, all the little drills that you do over and over to perfect a piece of what you do, when you do that in your career you become highly specialized. And you become world-class at the smallest things. You add extreme value to organizations that make money off of that kind of work.’
Hear Ye! Hear Ye! Ye Can Hear It Here.
You can listen to my interview here at The Sport Coats Podcast. You can also read more of the transcript if you prefer the voice in your head over mine. I listened to the podcast on the podcast app on my iPhone.
I think you will enjoy it, even if you aren’t into sports. It feels like a motivational talk. Will is a great host. And after listening to the episode I understood why people think I am excited about life.
Key Takeaway
Business is the ultimate competitive sport. It requires discipline, teamwork and strategy. Everything you know about athletic competition, hard work, focus and determination translates directly to business. It is an inherently fun game to play with others. And it is even more fun to win. The money is a bonus. But what a bonus that is.
*If you know someone who could benefit from this message, or from this podcast, please share it with them.
When I first started my entrepreneurial adventure I did it with a partner. My cousin Brooks Albrecht and I teamed up to put our complementary skillsets together to create The Weaponry out of dust. We were like Wonder Twins. Except we were cousins. And our superpowers went beyond transforming ourselves into water-forms and monkeys.
Brooks and I didn’t just divide and conquer responsibilities. We filled in our respective weaknesses with the other person’s strengths. Between the two of us, there was nothing that we weren’t excited to do. Which meant we made quick progress on all fronts. Or should I say, Albrecht fronts? (I shouldn’t.)
5 Benefits To Partnering
1. We motivated each other. The progress made by one of us inspired the other to make the next great leap forward. We were like foragers showing up each day to present the mushrooms, berries and the Wilson volleyball we had gathered. It made the other person want to do more of the same to show value.
2. It made the whole process fun. The work didn’t feel like work. It felt like a really fun elective project I took on with a teammate. Which is exactly what it was.
3. When you have a partner you feel a sense of responsibility for getting your work done. You can’t take a day off, or say, I’ll think about doing this later. The accountability you feel to each other helps keep you moving forward, like a black hole. Only without that uncomfortable crushing feeling at the end.
4. You feel like you have a strategic sounding board for every decision. Entrepreneurship, like so much of life, can be very isolating. Having a partner to evaluate your strategy, structure, investments, and hires improves your confidence that you are making the right decisions before you set them in stone. Like Sharon.
5. You have someone to take the lead when you need a moment to rest or slow down. Like running or biking on a windy day, creating a new business, or other organization, feels like you are always running against the wind, Bob Seger-style. There is a constant resistance from the unknown and unstructured. It is nice to be able to duck behind someone else occasionally and get a brief reprieve from the wind. Quack.
Key Takeaway
If you can find a partner to take on a major initiative with, do it. There is nothing quite like the team-feel to fuel your progress. Partners push, inspire, excite and balance you. They neutralize your weaknesses. They enable you to focus on your strengths. And they can afford you a moment of rest when you really need it. Plus, you have someone else to laugh with along the way. Which, in my experience, is the best part of all.
*If you know someone who could benefit from this message, please share it with them.
Footnote: A year after we got business up and running Amazon stole Brooks from us (with my full support). Then Target stole Brooks from Amazon. Then Chewy stole Brooks from Target. Because Brooks is a rockstar. And The Weaponry is full of rockstars.
2020 has been the most interesting year of my life. It is so yiny and yangy that it is nearly impossible to define. It is arguably the worst year ever. It is arguably the best year ever. It depends on which of your eyes you look with. And whether or not you enjoy spending time with humans.
Back in March, I was concerned about what the coronavirus would mean to businesses in general. And more specifically, I was concerned about what it meant to my business and my team at The Weaponry. But my immediate concern was short- lived. In fact, my team has been busier than ever before.
Most of our clients been cranking away during the pandemic. As a result we have experienced growth that feels less like a pandemic and more like pandemonium.
Since March 16th, we have added 8 new clients. But that doesn’t even tell the full story. Because we have also had 3 clients, who had been hibernating, roar awake with major initiatives. (Major Initiatives is also my favorite military figure.)
Plus, we have 5 very strong new business prospects on our doorsteps right now. We expect the majority of those embryonic clients will become full-fledged clients by the end of the year.
But these are still strange times, indeed. The U.S. just added 1 million new covid cases in 6 days. That’s crazy for Covid-Puffs. Which makes it a weird time to invest in your business.
However, The Weaponry needs to continue scaling to meet the ever-increasing demand. Which means we are shopping for more great creative talent.
We are looking for envy-inducing writers, art directors, designers, account types and more. I love finding people who have created great work that I am jealous of. It is how I know their talent will make The Weaponry better.
But the question I am continuously asking myself is when do we pull the trigger, Tonto? Do we do it now, and just go? Do we wait for a vaccine to change the long-term prospects? Do we wait to see if things get worse? These are odd times and those are odd options.
We have the same issue with our office space. We don’t actually need any office space today. But if our full team was in the office right now we wouldn’t have nearly enough space. Which is like getting fat at a nudist colony. It doesn’t matter while you are there. But you won’t have anything to wear when it’s time to go.
Remote work has been a blessing for us in this respect. But once we transition back to everyone in the office we will need a space about 3 times that of our current office space.
But when do you expand your space? It’s odd to do it when everyone is still at home working in their Snuggies. But what kind of delay will we experience once we can actually be in the office, that we could have absorbed when fewer people were coming in?
There are no perfect answers to these questions. (Unless you know something I don’t.) But this is the type of interesting challenge we face right now.
If you are really talented and want to be on our radar, this a great time to talk. Even if you just graduated or are about to graduate from college. We are always looking for great people. If you know someone we should know, please share this post with them. You (and they) can always contact us through theweaponry.com or by emailing us at info@theweaponry.com.
I recently was introduced to the CEO of a really fun business in Milwaukee. A mutual friend introduced us via email. And in the quick hellos and thanks-for-the-introduction exchange that followed the CEO invited me to his office for a pow-wow.
When we met in person a week later we talked and developed a quick friendship. Despite the fact that we had just met it was clear that we were on the same wavelength. Our mutual friend, who I will call Erin, because that is her name, must have detected that too.
The two of us began talking about his business. I loved the conversation. I am a big fan of his company. Like one of those Big Ass Fans you see in a warehouse. I noted the remarkable quality of the product his team creates. I shared my enthusiasm for his brand and the great potential for growth, expansion and domination.
Then something interesting and unexpected happened. The CEO paused and said, ‘Adam, every agency in town has come to me wanting my business. They all talk about what they can do for us. And they share their vision for our brand. But you are the only one who has shared MY vision for the brand.’
At that point the conversation changed from 2 guys getting to know each other to two business leaders collaborating and working through problems and opportunities together. Which is what I love most about business.
I didn’t think of our conversation as a sales call. I didn’t think I was pitching him on working with me and my business. I was just excited to meet a new friend. I’m like a puppy in that way. And in the process of developing a friendship we talked about his business, the same way we talked about his family, the places he has lived and what he likes to do in his free time.
Make Friends. Not Sales.
But sales is not what most people think it is. So much of business development is simply developing friendships and rapport. It is showing a genuine interest in getting to know others. It is about helping and providing value. It is not about asking for business.
I always focus on friendship first. I was genuinely interested in this baller of a CEO first. I was not about to ask for a shot at his business. Perhaps that was part of the appeal.
As the sales expert Jeffry Gitomer says, people hate to be sold, but they love to buy. That is why I always let people buy into me instead of asking for the sale.
Does it work? Well, I now have a meeting scheduled with my new friend and his leadership team next week.
6 Key Takeaways From This Experience
A good introduction from a trusted mutual friend creates a great start to a new relationship.
Make friends. Not sales calls.
Add value first, last, and always.
Think bigger.
Paint a picture others want to buy into.
Let your enthusiasm, energy and passion show.
Follow Up:
Between the time I first wrote this post and published it a lot has happened. We had a great meeting with the executive leadership team. We were asked for a proposal. The proposal was signed last Friday afternoon. We kicked off our official relationship with a 3-hour meeting (Gilligan’s Island-Style) on Monday afternoon. We will present ideas next week. And we will have new ads live for the holidays.
*If you know someone who could benefit from this message please share it with them.
Business development is a vital function of any healthy business. And it is dependent on interactions with non-customers. This is why trade shows exist. They are like massive dates for people with problems and people with solutions. They are the male and female counterparts that make business work. #Bowchickabowbow Lots of business opportunities are created at trade shows. Because people get to meet, mingle and leave non-single.
Trade No-Shows
Right now, thanks to the Covid-19 curveball, in-person trade shows are simply off the table. As are most in-person networking events. Which creates a major impact on new business prospects for most companies. This is a significant problem to solve. And a significant business opportunity.
Calling It Off
New sales calls are challenged right now too. You can’t simply ask if you can swing by someone’s office to show off your cart of potions and elixirs. Because the people you want to meet with are not there. In fact, most of my clients at The Weaponry have not been in the office for 7 months. Some of them have even moved far from the city they work in, because it doesn’t matter where people live when no one goes into the office.
With all of the Zooming that is happening now, it isn’t easy to get prospects to jump on yet another video conference either. Especially since video conferencing today means inviting people into your home, where families are hosting a 3-ringed circus of work, school and personal life.
Where Do We Grow From Here?
This means that to continue growing your network and your new business prospects you have to find new ways to interact with people. So it’s time to adopt new approaches. Or act like Chubby Checker and put new twists on old ideas.
What I Have Been Doing
Over the past 2 months here is what I have done to expand my network during a time of social contraction:
I spoke to the quarterly gathering of Spearity clients. Spearity is a great management consulting organization. This introduced me to 40 impressive people I didn’t know.
I gave an in-person speech at a country club to a group of 70 people participating in a fundraiser for Chapman Basketball Academy.
I did 3 virtual workshops on leadership during a crisis for University of Wisconsin student athletes and staff.
I guest-lectured on creativity to a Marquette University marketing class via video conference.
I guest lectured on creativity to a Carroll University marketing class via video conference.
I was a guest on the Sport Coats Podcast with Will Jurgensen. (podcast coming soon to a podcast player near you)
I published 25 new blog posts.
The Results
As a result of these actions I have grown my LinkedIn network. I have received new introductions, I have had in-person, yet comically-physically-distanced meetings. I have developed great new relationships. In fact, it looks as if I will have developed at least 4 new clients as a direct result of these activities.
I didn’t make a single cold call. I didn’t ask anyone for their business. I simply gave away my time, knowledge and expertise. I gave value first. And as a result I got even more value return. Anyone can do this. Even today.
Key Takeaway
Remember it is not who you know. It is who knows you. During these unusual times you have to make sure more people know who you are in order to grow your network and improve your long term prospects, opportunities and sales. Provide value first. And good things will come your way. Even in 2020.
*If you know someone who could benefit from this message, please share it with them.
Everyone has a story. I recently sat down with Dave Molenda on the Positive Polarity Podcast to tell my story. Ok, so it was more like a series of stories. Kind of like Diary of a Wimpy Kid. Which makes my episode the Podcast of a Wimpy Adult.
If you want to skip the backstory and go straight to the podcast click here.
Dave is a really positive guy who is looking to find more positive people with positive ideas to share with the world. (I’m positive about that.) Which is why my friend and public relations expert Monica Baer connected us. Dave is also a great podcast host and found valuable topics to discuss.
Dave is also a member of the Long Hair Boys Club. Which is a club I made up. (But there are real shirts and real stickers coming soon.) In fact, Dave’s flow is so good it makes me look like Telly Savalas.
Why Listen
If you are looking for insights on how to start or grow a business, I share my approach here. If you want to know how to write a blog, it’s in there. If you ever wanted to pick my brain (hopefully not with an ice pick), the insights you are looking for are probably in here. And if you would like to get away from the election and Covid-19 for a while, there is no mention of either of those 2 topics in the podcast.
Adam Albrecht Blog 