Randall Bell, CEO of the Landmark Research Group, and author of Me We Do Be: The Four Cornerstones of Success, joins me on this episode.
Randall says the single biggest challenge facing sales reps or sales teams today is keeping it simple. Have a direct message that is simple, well thought-out, and to the point. It takes time and work to get to the simple messaging.
Randall wrote his book after a career as an economist, traveling to disasters (WTC, BP oil spill, Chernobyl, etc.) to assess damages. The book is a formula for avoiding disaster and building success. He wrote it in 25 years of experience.
Randall wrote, “Today’s habits are tomorrow’s destiny.” An ocean is filled with drops of water. Your daily habits add up. You build wealth a dollar at a time. Simple straightforward steps create authentic growth.
Randall’s four cornerstones of life are Me (mindset), We (connections), Do (productivity), and Be (our future and legacy).
Me refers to habits to improve the quality of your thoughts, beliefs, and feelings. Read to think more. Develop a mission and philosophy. Know and understand your feelings.
Andy shares quotes on thinking and life. Randall recommends to leaders to take time in the early morning to develop their Me cornerstone, before the day’s distractions.
Randall conducted a rich international survey of the four major English-speaking nations on success status and their daily habits, and correlated the habits with successes. He notes statistical success habits. (E.g., read, and be honest.)
The survey was by self-assessment. There were some very direct questions on honesty and integrity. Andy’s father was a tremendous role model of integrity.
We refers to building relationships. Randall ranks social capital higher than financial capital. Randall has a network of contacts all over the world, and they are critical to his work. He reciprocates as well.
Randall’s success circle are 20-25 long-term contacts and friends who have been greatly successful. The advice they give is smart and reflects their success. We habits include being mindful of being kind. Watch your tone of voice. Wave.
Randall explains social exchange. For every negative thing you say or do, say or do six positive things to counter it. Studies support a six-to-one balance of positive-to-negative to maintain social capital. Don’t create a bad first impression.
Humility is another We habit. Authentic humility is attractive. A Type A personality needs to be mindfully humble. Randall talks about one of his humility heroes, Leo Fender.