Steve Chandler - 100 Ways to Motivate Others, Third Edition: How Great Leaders Can Produce Insane Results Without Driving People Crazy

How Great Leaders Can Produce Insane
Results Without Driving People Crazy

By Steve Chandler and
Scott Richardson

Copyright 2012 by Steve Chandler

All rights reserved under the Pan-American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press.

100 WAYS TO MOTIVATE OTHERS, THIRD EDITION
Cover design by Howard Grossman/12E Design
Printed in the U.S.A.

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Library of Congress Cataloging-in-Publication Data

Chandler, Steve, 1944

100 ways to motivate others: how great leaders can produce in sane results without driving people crazy / by Steve Chandler and Scott Richardson. -- 3rd ed.

p. cm.

Includes index.

ISBN 978-1-60163-243-2 -- ISBN 978-1-60163-555-6

1. Employee motivation. 2. Leadership. I. Richardson, Scott,
1954- II. Title. III. Title: One hundred ways to motivate others.

HF5549.5.M63C434 2013

658.314--dc23

2012027671

To Rodney Mercado

To the greatest motivator there ever was, Mr. Rodney Mercado, child prodigy, genius in 10 fields, and professor of music and violin at the University of Arizona.

To Chuck Coonradt, who, unlike other consultants, not only talks about how to motivate others, but has a proven system, the Game of Work, that delivers stunning results and fun to the workplace in the same breath. Chuck used the Game of Work on his own business first, and blew the lid off the results for his Positive Mental Attitude Audiotape company. Chuck realized that what he had created, the Game of Work system, was worth a fortune to companies of all sizes: It brought more financial success than even Positive Mental Attitude! Chuck has helped our own businesses succeed.

To motivator extraordinaire Steve Hardison, about whose talents we have written much, but never too much.

To Ron Fry, Gina Talucci, and Michael Pye at Career Press, for many years of wonderful service to our writing efforts.

And to the memory of Lyndon Duke (1941-2004), a magnificent teacher, motivator, and friend.

While business is a game of numbers, real
achievement is measured in infinite emotional
wealths: friendship, usefulness, helping,
learning, or, said another way, the one who
dies with the most joys wins.

Dale Dauten

100 Ways to Motivate Others

26. Hire the Motivated

56. Give Up Being Right

86. Dont Be Afraid to Make Requests

The world of leadership has changed dramatically since the first edition of this book was written, and Scott Richardson and I have now revised and refreshed this organizational leadership guidebook to meet the times.

We have added 10 new ways to motivate others, bringing us into the modern world.

The book now includes fresh respect for the communication and rapid decision-making that the global community demands.

The importance of personal self-leadership and physical energy have been added to the solid leadership principles that made the first editions of this book so popular with leaders and managers of every kind of organization, from corporate, educational, and non-profit, to community groups and even families.

Motivating others requires a connection to peoples deep desires. Its not just about loading them up with a lot of how-to information. Transformation is more important than information. Action is everything. A great motivator of others will value testing over trusting. She wont waste time getting her people to trust change or trust the systemshe will work on ways to test them.

Change in the workplace and the world is exponential now. It is no longer linear, predictable change. It is more like the absolutely unexpected, shocking change described so dramatically in Nassim Nicholas Talebs The Black Swan. Because of this, great motivators are now welcoming change and helping their people see all change as a creative opportunity.

Organizations are more vulnerable than ever to suddenly disappearing. They can become obsolete in a heartbeat. But rather than finding that frightening, one who masters motivating himself and others finds it exciting.

The new edition we have created for you addresses all these quantum shifts in organizational reality. It updates and upgrades your skills as a leader to motivate others to feel the same excitement you do about the global market and its opportunities. The 10 new ways to motivate others that we have added to this book are what work for us and our clients. They are not theory. And because they are not mere theory, we invite you to use them immediately, and see them as tools, not rules.

Steve Chandler

Leadership is the art of getting someone else to do something you want done because he wants to do it.

Dwight D. Eisenhower

There was a manager named Tom who came early to a seminar we were presenting on leadership. He was attired in an olive green polo shirt and white pleated slacks, ready for a day of golf. Tom walked to the front of the room and said, Look, your session is not mandatory, so Im not planning on attending.

Thats fine, but I wonder why you came early to this session to tell us that. There must be something that youd like to know.

Well, yes, there is, the manager confessed. All I want to know is how to get my sales team to improve. How do I manage them?

Is that all you want to know?

Yes, thats it, declared the manager.

Well, we can save you a lot of time and make sure that you get to your golf game on time.

The manager Tom leaned forward, waiting for the words of wisdom that he could extract about how to manage his people.

We told him: You cant.

What?

You cant manage anyone. So there, you can go and have a great game.

What are you saying? asked the manager. I thought you give whole seminars on motivating others. What do you mean, I cant?

We do give whole seminars on this topic. But one of the first things we teach managers is that they cant really directly control their people. Motivation always comes from within your employee, not from you.

So what is it you do teach?

We teach you how to get people to motivate themselves. That is the key. And you do that by managing agreements, not people. And that is what we are going to discuss this morning.

The manager put his car keys in his pocket and sat down in the first seat closest to the front of the room for the rest of the seminar.

Discipline is remembering what you want.

David Campbell, founder, Saks Fifth Avenue

The myth, which almost everyone believes, is that we