Advice for you, business owner or manager, on how to react to life's curve balls... In his 70s, Alan Fox is currently the CEO of a real estate company, but has a vast business experience in other fields that go both deep and wide as well as graduate degrees in law, professional writing, and education.  His book, People Tools: 54 Strategies for Building Relationships, Creating Joy, and Embracing Prosperity, is one I recently took down from the shelf to read through again. Within the first chapter, I was wondering why I keep this book.  I couldn’t understand what was so appealing reading the ramblings from an old guy that didn’t seem to have any real-world insights I could apply to business.  However, just like the after-effects of biting into a spicy chili pepper, the wisdom of Fox’s words began to permeate through my mind and I knew that this guy knows business. People Tools is a compilation of behavioral techniques that Fox has learned and applied over the years to bring him and his business partner much success.  Each of the 54 tools, or principles seem simplistic at first glance, but when used in conjunction with one another can lead to success.  As Fox states, “Together they are like night vision binoculars peering into the darkness of your own motivations and actions, as well as the motivations and actions of others.” The book is worthy of keeping on your shelf and reviewing the 54 tools from time to time.  Rather than covering all of them here, I found three key points that you can learn now and begin applying immediately.

Understand Your Business

The simple statements Fox uses can easily make the reader want to say, “Yeah, I know that, so what?”  However, keep in mind that if this book were on your desk and you flipped it open ever so often, you may see helpful reminders that can keep you on track. For example, Fox states, “If you are a salesperson you are not in the business of making calls, you are in the business of generating sales. The only measurement of your success is how many actual sales you produce.  If you are a manager, you are not in the business of telling people to perform tasks.  You are in the business of following through and making sure things are done.  And, if you are a writer you are not in the business of writing words, you are in the business of communicating.” Key Point: Look at the end result of your work or business to determine what it is that you do.  For example, years ago, Charles Schwab told his team that they are not financial advisors, but a technology firm that offers financial tools.  It sets a different tone and mindset.

Count to Ten

Well, not exactly counting to ten, but as Fox says, when you receive a message that is upsetting and gets your blood boiling, wait before responding.  “Wait three days,” says Fox.  “When you receive a trouble letter or email, no matter how exasperated you feel, wait three days before you respond.  Often the offending message will lose much of its power and will blend into the background ‘noise’ of your professional life.  This will enable you to respond with a clearer head.” Key Point: We all receive phone messages or emails that are either negative charges against us or a miscommunication that is often interpreted as fighting words.  Take the time to wait before responding and sometimes the one who sent the message may clear the entire situation up without a need for your response.

Watch the Belt Buckle

Fox uses a football analogy that if you want to see where the player with the ball is running, don’t watch his arms or head, but watch his belt buckle.  Fox uses this principle in business to stress that we shouldn’t simply listen to the words of our employees, customers, peers, or competitors, but watch their actions.  They tend to speak louder than words.  As Fox says, “When words say ‘Yes’ and action says ‘No,’ trust the belt buckle.” Key Point: Trusting the belt buckle is not needed for those you know you can trust and count on their words.  For all others, watch their actions. Fox is a fan of the mantra, “When the world serves you lemons, make lemonade.”  It is the foundation of his People Tools and it should also be the principle that we as business people live by.  We will make far more correct decisions if we know that some things simply won’t turn out right and accept that fact.  Reading through People Tools will inspire you to think more creatively to life’s curve balls and to be more adaptive in all situations.

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Johnny Duncan, President of Duncan Consulting, Inc., is a business writer and consultant partnering with business leaders to provide workforce management solutions including leadership coaching, customer service training, people-to-job matches, copywriting, and conflict resolution.  He can be reached at johnny@duncanconsult.com or by calling 407-739-0718.