KIA&B 2016 Volume 21, Issue 4 | Page 22

Oprah, Arnold and Peyton open a competing business in your town by john chapin O prah, Arnold, and Peyton Open a Competing Business in Your Town… Scary thought, right? Why? Because you know within three to five years they’d own 90 to 100% of the business in the area and if you weren’t out of business, you’d be hanging on by a shoestring. There are several reasons why this group, even with no prior experience in your industry, and even without their celebrity status to rely on, would absolutely dominate your market. Here they are. Reason #1: Completely unreasonable, some might even say insane, commitment If you called their business at midnight on Saturday, how long do you think it would be before you spoke to a live human? Either instantly or within five minutes. How many times would you receive less than stellar customer service or feel like a nuisance to the person answering the phone? Zero. How many times would something not be followed up on? Okay, you get the point. People at the top don’t judge themselves and their organizations based upon what’s reasonable or “acceptable”, they hold themselves, and those around them, to the highest standard possible. This completely unreasonable commitment starts at the top and flows all the way through the organization. How many negative people will you find in the New England Patriots locker room? 20 How many people not doing their job or not holding themselves and others accountable? Right. Zero. The amount of time, effort, and energy they put in is also disproportional to what others would deem “reasonable.” They are always full-on, pedal-to-the-medal. Michael Phelps was in the pool for eight hours a day, every day, for years before his first Olympics. The best know that seeking “balance” will not get you to the top, never mind keep you there. You need to get unreasonable in what you expect of yourself and others if you’re going to get to and stay at the top. Reason #2: Focus on differentiation and domination versus competing The great ones aren’t just looking to be better than the competition and win more business, they’re to be completely different and own the entire market. Look at any leader from FedEx., to Apple, to Umpqua Bank. What do they have in common? They shifted the paradigm and completely changed the way their industry was looked at and perceived. Forget best practices. They went outside their industries and broke the mold to create something new. These leaders also take full advantage of any and all means at their disposal to win. The New England Patriots have used drop-kicks, eligible and ineligible receivers, KANSAS INSURANCE AGENT & BROKER |JULY - AUGUST 2016|