Book Review: Fascinate: Your 7 Triggers to Persuasion and Captivation

Another one of my reading list down!

About two weeks ago, I completed Fascinate: Your 7 Triggers to Persuasion and Captivation, by Sally Hogshead. When my wife asked me what I was reading, she did a double take after I mentioned the title. After I explained the book, she just said another marketing read, I see. The research that went into this book is outstanding. She really took a hard look at what makes us fascinated.

Sally Hogshead  recognizes that for companies and their brands, it is simply not enough to offer quality, or even a unique product or service. If a brand is not fascinating to people, it will suffer low sales volume, and perhaps even complete business failure. No longer is a good idea or a good product enough. The company and its brands must be found fascinating and trigger at least one of the seven emotional triggers of fascination. Those seven triggers are:

  • Lust – creates craving for sensory pleasure
  • Mystique – lures with unanswered questions
  • Alarm – threatens with negative consequences
  • Power – commands and controls
  • Vice – tempts with “forbidden fruits” causing us to rebel against norms
  • Trust – comforts us with certainty and reliability
  • Prestige- earns respect through symbols of achievement

For me, I enjoyed how Sally Hogshead combined her scientific research with real world examples to present her case. I am a sucker for the pairing of theory and practical ideas, for understanding the power of fascination in both our personal and professional lives. While reading I was visualizing how the concepts would work for both an individual and businesses. I would recommend this one highly!

Do you want to know your F-Score? Go ahead and check it out. I did and found out that my primary fascination is MYSTIQUE. My secondary trigger is POWER.

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Book Review: Accountability Important? Hell Yes!

One of my goals of this sabbatical was to do some reading. I have accomplished that – read three books (other 2 book reviews to come). The book, Sam Silverstein’s The Five Accountabilities,  that I just completed, was on a subject that I have written from time to time on accountability (What No Personal Responsibility and Staying in Touch).  Reading this book, I was definitely excited to see that he has put to action some of the items that (from my experience) are talked about but rarely implemented. The five accountabilities are: 
  1. Doing the Right Things. Begin by identifying your strategic intent. What are you trying to accomplish and by when? We are accountable for understanding and identifying our strategic intent—and the activities that support it.
  2. Managing Your Space. We are accountable to create the new space we need to grow and innovate in our own lives, which sometimes means taking space from something else that we’re doing. “Force of habit prevents us from giving ourselves the physical, mental, financial, or emotional space necessary to shake things up a little bit and put something new in our lives—something that could provide growth and improvement.”
  3. Managing the Process. We are accountable for creatively making progress toward whatever it is we are trying to make happen even when we hit an obstacle. It means not throwing up our hands and saying, “If it’s not meant to be, it’s not meant to be.”
  4. Establishing the Right Expectations. We are accountable for establishing the right expectations, that reflect our values, that are properly benchmarked, and are a bit of a stretch.
  5. Contributing to Your Relationships. The success or failure of our relationships depends entirely on the contributions we make. We are accountable for giving to our relationships—without keeping track. “In fact, the quickest way to kill a relationship is to start keeping track of all the reasons it’s not your turn to give to it and support it.” Sam adds, “We should constantly be looking for ways to invest in the relationship and enhance the value of the relationship over time.”

For me, I worry that too many times accountability is passed off to others, rather than just assumed and accepted. If you truly give service (not lip service) to these 5 items, I bet your people will follow you anywhere. That they look up to you, as a mentor and coach. Over at his website SamSilverstein.com - he has all the contact information and free tools and exercises to help you implement the Five Accountabilities.

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Ever Get a “Bad” Feeling?

From time to time I am asked how do I know when to decide one way or the other? Sure we would love to have all the necessary data to decide which way to go. Sometimes that just is not possible. Where data is missing – something kicks in. We all have our own special sense of knowing what is right or may not perfect, but good enough. I have laughed at times and commented that my gut tells me. I truly don’t believe that it is my stomach telling me, but it is a feeling that I get that just knows. Feelings – not very scientific, but what are they. To me they are the experiences that I have had and the information that I have collected over the years that gives me the push for the actions that I chose. Ring true to some folks? Look back on growing up – how did you know not to touch the hot stove? Parents told you to, but yet you did somehow experience it (hopefully not getting burned, but close enough to know). Dating – always a good one… When you found someone special – how did you really know? Had to kiss some toads (experiences) to find the prince. 

New experiences come everyday. How do you usually handle them? I say, we usually form our opinion rather early on and act on our feelings first. As much as I like to think that I am very deliberate and cautious on these things, I am not. Meeting people for the first time, do you size up the person across from you? Do you draw on your experience with others to help understand this person better? Do you look at the company that this person keeps to help form some understanding? And yet, we have to remember not to judge the book by the cover…

Feelings are real.. If used properly they can help you make decisions or what course of action to take. Those feelings are your experiences and information that you have gathered! Use them wisely.

Who Needs Instructions? Or Warnings?

Who really reads the instructions? Ever really look at the warning labels? Maybe it is me, but when I order a “hot” coffee – I would hope that it would be hot! What has this world come to – that we have to have warnings for everything that common sense should apply? Have we become a society that we have to have pages of warning to protect the company that manufacturers or produces the product? I have a copy of more questions. Are we that stupid that we need to have every potential items spelled out? Does anyone really read them?

I did something the other day that was just out of character, I read one. It was for a Remington Hot Roller product. Why read that one? Random test and it happened to be around. Below is what was in the IMPORTANT SAFETY INSTRUCTIONS:

DANGER (To reduce the risk of electric shock)

  • Always unplug this appliance from the electrical outlet immediately after using. I guess that one can make sense, since there is no timer on the device
  • Do not use while bathing or in the shower. Now this one is pretty good. Stupid consumer warning – electricity and water do not mix. Or have people really done this?
  • Do not place or store this appliance where it can fall or be pulled into a tub or sink. We should know this too..
  • Do not place or drop into water or other liquid. Now we have written it 3 times. Electricity and water – bad.
  • Do not reach for an appliance that has fallen into water. Unplug it immediately.
  • Unplug this appliance before cleaning it. Especially sent the cleaning instructions have you using a damp cloth to clean.

WARNING (To reduce risk of burns, fire, electric shock or injury to persons:)

  • This appliance is for household use only. Not sure what else a hot roller set could be used for, but there probably are some very creative uses, that just don’t come to me.
  • An appliance should never be left unattended when plugged in, except when charging a rechargeable appliance. Definitely a generic statement, as this one is not rechargeable.
  • Close supervision is necessary when this appliance is used by, on, or near children or individuals with certain disabilities or special needs. I have too  many ways to go with this statement.
  • Use this appliance only for its intended use as described in this manual. Do not use attachments not recommended by manufacturer. You would have to read the complete manual to understand that this is for curling hair only? Oh well… Reading is good.
  • Never operate this appliance if it has a damaged cord or plug. If it is not working properly; if it has been dropped, damaged, or dropped into water. Makes sense.. but we have our 5th reminder about water.
  • Keep the cord away from heated surfaces.
  • Do not wrap the cord around the appliance. Bold-ed, probably due to the likelihood that it will happen. What else to do with cord?
  • Never use while sleeping. To me, don’t use when sleeping comes in to different flavors. Don’t use the curlers while sleeping… Ok that makes sense. If you are sleeping and want to use this – how could you?
  • Never drop or inset any object into any of the appliance’s openings.
  • Do not use outdoors or operate where aerosol (spray) products are being used or where oxygen is being administered. Nice reminder for keep the hair spray away from the appliance.
  • Do not touch the posts that hold the rollers. They are hot. Hence hot rollers..
  • Keep lid open when heating rollers. This must have happened a couple of times, where the lid was melted due to the heat of the posts that are warming up the rollers, so you can curl your hair.

From now on, I plan on looking at the instructions for a couple of reason. First of all, everyone should read them for proper use and care of the products. That is a given! The second is for me to just look at the statements that have to be added for safety. Safety of hurting one’s self and the safety of the manufacturer or provider from getting sued. Where has common sense gone?

Don’t Think We Know – We Do!

Over the years, I have tried to live up to my end of the bargain when it comes to leadership! For the most part, the folks that I have had the pleasure of leading, have commented that they enjoyed my style, my approach and my cander. Since I have been leading teams for quite a few years, you grow accustom to how you operate and for the most part, don’t even think about what you are doing. I just do it (not trying to take a page from Nike). For years, I have argued with folks, that a leader is very transparent. What you see and hear is what you get! The good and bad is out there to for continuous observation.

As a person that loves to people watch, observe situations and just plain listen to their surroundings. I feel confident that I can nail down the strengths and weaknesses of every leader that I have worked with over the years. Why you may ask? Simple, their words and actions are the window to the good, bad and the ugly. There is no hiding stuff. We all work with people, some of them are leaders (others are aspiring to become leaders). A control freak is pretty easy to spot… Spend a small amount of time with people and you can spot someone that is very controlling. Hey, that one is easy. How about when new ideas or alternative solutions are offered – ever just watch and listen? Come across a leader that becomes defensive to any of those ideas? This one takes some time and effort to really spot. Words and actions are everywhere.

No one is perfect. We each have the items that we excel at and of course the opposite end. Going back to myself and my teams and their observations. The strengths that I was told that I exhibit well are:

  • Being real – We know exactly what you are thinking and doing – there is never any guess work involved.
  • Stand up for your folks – No matter what the situation, no matter who is upset – we know you have our backs. Of course, if we “all” are wrong – we will deal with it together. Never has anyone ever been thrown under the bus.
  •  Fair – you treat each as they need to be treated. Give each of us the ability to do our work with only coaching and mentoring – when needed. One person, came out and said – why do you never disagree with my recommendations? I had spent years, trying to tell this person – you do not need to bounce everything off of me. Trust yourself. So, I would just agree with whatever they recommended. Finally they saw the light!
  • Set Expectations and Follow-up - Getting to the promise land of success – takes time in the planning and plotting the course. You do that well – and with our help. Then you step out of the way and let us get it done.

For me, that was good to hear! Since I am not perfect, I wanted to get the feedback on those items that are weak. Here is some of that feedback:

  • Openly praise – I have struggled with this one for quite awhile. Which is no excuse. Giving praise for a job well done is a simple and effective necessity. I have gotten better! I used to say, we get a great paycheck at the end of the pay period. When we go above and beyond that – then you will get your praise. No more! I have made time to make sure that we discuss jobs well done – in public and private sessions.
  • Career guidance – During my early days as a manager I used to spend plenty of time working with my team to insure that they are fulfilling their dreams toward their goals. We used to plot a path that worked with the employee and the company. Over time, our company moved to the employee owned their own employ-ability. Lost sight with keeping career guidance as a priority.

If any leader thinks that their strengths and weaknesses are NOT known – think again. Each and every person that you come in contact with – gets a dose of your strengths (and weaknesses). Better make sure that you know what they are.

Life Changing Decisions – What to do?

Everyone has moments in their life that could be called life changing. Comes with the territory of life. What do you do? How do you come to your decision? For me, I am now at one of those cross-roads that I need to make a decision. My employer has offered to some employee’s early retirement. I happen to meet the criteria that they have set forth and have been communicated to that I am being offered early retirement. Since I have been working for them for over 28 years – and am just 50 years old – I really don’t see true retirement in my cards… But….

Decision needs to be made (take early retirement or stay)… Time to put in place my usual way of handling such life changing decisions. Here is what I do…

  1. Pull out a tablet of paper – draw a line down the middle of the page. Left hand side – Pro’s (taking early retirement); Right hand side – Con’s.
  2. Find a quiet, early morning spot to sit and write down everything that comes to my head for each.
  3. After I have exhausted my thoughts. I asked my family to discuss this with me. As much as this is my decision, this is a family decision as well. My family is important to me and they are my number 1 supporters, their input is valuable.
  4. Grab some more of that quiet time to reflect on my information, what my heart is saying and what my family has shared with me. A decision needs to be made, and will be made.
  5. Communicate my decision to my family!
  6. Make my decision completely available to my employer – this has to be done by the end of July.

Many are probably wondering what is going on with this? Well, step one, done and am filling in the Pro’s and Con’s. Is there something that you use differently? Please share…

Day 15 and Maybe 16

It is amazing, no matter where you are and what you are doing – stuff has to come to an end. Well, this trip is really close to finishing up. We packed up our clothes (laundry now) and out gifts for families and friends. Each item we packed, brought back some memories of our time in each city. Morning broke and we had to finally leave the cruise ship and off to the train to London. Everything went extremely well – all the way into London. We took a cab to the hotel (again, lessons learned and applied). Room was not ready, so we dropped off the bags and went out to get show tickets for our last evening in London. The weather was hot again (well, warm and humid)! Our air conditioner experience in the hotel and theater – were less than cool. Either way, we were going to have fun!

Once back to the hotel, we started to gear up for our trip back home. Back to family and friends.. We had a very early morning wake up call as our flight was out at mid morning. Which was late leaving.. Late landing in North Carolina.. Good thing was the flight to Phoenix was late leaving North Carolina. We landed only 30 minutes late total! All good.. We were greeted at the gate by all of our family (daughter, son, son-in-law, son’s girlfriend and of course, grand daughter!). That was a great surprise for us… We really were tired, but see them – put prep in my step.

We finally made it to our house, our dogs and our beds… Trip done.. Loved it. Now to get back into the swing of things.

Day 13 – Gothenburg, Sweden

Gothenburg, Sweden

General information for Gothenburg or Goteborg, located on the southwest coast of the Kingdom of Sweden. Built by the command of a king, during its glory days in the 1600s and 1700′s, Gothenburg was a vital international port. Today, the population is around 500K, which makes it the second largest city in Sweden. Where our ship docked, we could easily see that the port is still very active. The city was founded some 350 years ago as a defense against repeated Danish attacks. Designed and built with the help of the Dutch and Scots, the city’s role was to be a gateway of trade and commerce to Europe. Today, the city is alive and vibrant. Plenty to do like visit the city’s historical sites and museums, or the many parks and maybe the simple joys of strolling along the broad tree-lined avenues with many shops and restaurants.

 Our ships dock was many miles away from the city center, so we decided the best course to take – was to take the shuttle into the city and then walk around. Walking around was fairly simple. If you needed to jump on mass transit, there was plenty of that right off of the city center square. We first set out to do some shopping. I have to say shopping was not a problem in Gothenburg. It seemed like the city center was one giant mall after another one. What looked like a simple storefront opened up to a mall inside (usually the complete city block). The prices for stuff was not too bad, considering that we are traveling. I found most of the prices in Gothenburg to be a bit lower than in Stockholm. We visited a few of the major sites but stayed away from any of the museum’s. I had seen too many museum’s on this trip.

My overall impressions:

  • Very friendly people. Every shop that we went into, the people were more than willing to help you out. When we looked lost out on the street, strangers were willing to help get you back to familiar territory (City Center).
  • Free wifi at McDonald’s! Again, I was able to get connected at all things, a McDonald’s.

    Snack Time

  • Ate lunch at a bakery that had plenty of outside seating. I did not have a hot dog, as the experience in Russia – with the hot dog outside of the Hermitage – just made me say – No More Hot Dog’s. Simple sandwich with local fresh bread and meats, was just the ticket. Dessert was a pastry with fruit! Yum…
  • Once back on the ship – we had a great view of the shipyard from our room. Not great view, but watching the operations of container movement and loading – was quite the operation.
  • Lastly, Gothenburg was the only port that had a send off for us. A local high school band (only some of the them) were there to play music. By late afternoon and just off the water, the wind was blowing pretty good and the temperature was down a bit. Those poor band members – their hats were blowing pretty hard. Their hands were cold, but they performed for about 20 minutes till the ship set sail. Then the raced to the bus to get warm.

This was our last port of call for this trip. We had our last day left – which was all at sea. Our journey was coming to a close… I had a great time exploring places that I never thought I would ever go to..

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Day 11 – Tallinn, Estonia

Entrance to the medieval village

Never judge a book by the cover and most certainly don’t judge a port of call by the name. When I first read this on the port list, I was thinking what is the big deal. Well, I was definitely blown away.

Like the past posts on my stops, we must first set the stage with some background information. So, where the heck is Estonia – the northern most and smallest of the Baltic States – lies on the shores of the Gulf of Finland, between Russia in the east and Latvia in the south. Only 18,000 square miles and a population of 1.5 million folks. On August 20th, 1991 Estonian independence from the Soviet Union was declared (with the United Nations recognizing it as a Sovereign State). Currency is the Estonian Kroon. Tallinn is the capital and is situated on the southern shore of the Gulf of Finland. Only 53 miles by sea from Helsinki. Tallinn has a population of 400K.

After walking around all day, I felt like this port of call was just outstanding and a solid surprise. Many of the folks that I talked with were equally impressed with this stop as well. Everything is easily reached from just walking around the city. We landed early, before many of the businesses were open, so my wife and I got to walk all over the city with no distractions (the ships handout had about 10 must see stops – we got to all of them). Once stuff started to open up, the city came alive. Many of the locals were dressed in their medieval dress to really give the tourists a feeling of true Tallinn back in the day. The streets were buzzing.

My overall impressions:

  • The town square was filled with local vendors and crafts – not just for the tourists, but for everyone. Which was

    Tallinn's Town Square

    fun to get a true sense of how Tallinn is. The costumes were a nice touch as well.

  • I sampled the local beer, Saku. A true test to enjoyment is would you drink it again, yes. On hot summer days, this was very refreshing. During the trip, I had local beers from almost every stop – and this is the first one that stuck in my head. (I guess, I will have to got to Whole Foods to see if I can locate some).
  • Shopping – for those that like to shop. Nothing really different than other places along the trip. Of course, if I had some room in my suitcases, I could have gotten some of the medieval clothing. Too bad, no room left in the suitcase.
  • We ate in one of the local outdoor cafes (no hot dog stands to be found) – the local cuisine is now for the jellied veal (sult) and roast stuffed breast of veal served with herring and beets (Taidetud Vasikarind). I had none of that – stomach was not in the mood for exploring too far away (the lunch in Russia was still not sitting well, I guess).

If it is still not clear how much I enjoyed this port – let me say it again. I enjoyed my day in Tallinn, Estonia.

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Day 9 and 10 – St. Petersburg, Russia

Catherine's Palace just inside the gates

Public service announcement: here is your very brief general information to get things started. St. Petersburg is situated on the eastern shore of the Gulf of Finland, some 400 miles from Moscow. Considered the most European of all the cities of Russia. City population is around 5 million and is the largest sea port in the country. It is built on a series of islands spread over a wide area. Founded in 1703 by Tsar Peter the Great. In 1712, Peter transfered government from Moscow to St. Petersburg. Catherine the Great continued to build the City into a major European capital. She founded the Hermitage Museum, which today is pretty impressive still. There is much more, if you want to learn more – look it up on-line. One more add, the currency is the Ruble. There money is tightly controlled, so taking into or out of Russia is illegal.

When I think back to some of the places that I wanted to visit, Russia was always one of them. Why? Maybe it was the times that I grew up in; being a member of the US military; Russia was not really open to visitors or maybe all of them and more. I was so looking forward to my 2 day visit to Russia. When I booked the cruise, I was told that I would need a visa to go out and about and explore. Since I did not have enough time to get said visa – I had to do the cruise ship tours. Since we were going to spend 2 days there – I wanted to make sure that I covered as much as possible, we went on 2 tours.

The first on was the big 10 hour city highlights, Pushkin (Catherine’s Palace) and Peter and Paul Fortress. Armed with camera’s and some high expectations… I have waited for this moment for a long time. We set off from the port towards the city center – passing by many residential housing along the way. Some of them are new, some fairly new and some were not. One thing that was noticed right away is the number of housing units and the lack of planning for cars. Ouch, cars were parked almost 3 deep. Parking is tough most places. As we moved around St. Petersburg, you got the true sense of the traffic, navigating around the various islands (bridges everywhere) and the views.

As our luck was not already pretty good but here are some of the causes of the extra traffic and congestion:

  • Economic Summit was scheduled for the 2 days we were there. This caused road closures – as the delegates never had to wait in traffic. Extra security was out.. Got to see plenty of SWAT folks.
  • Was Wedding season – were must have seen 30+ couples (and their families) out and about taking pictures at the many historical sites (same places we were going to). In Russia, this is very good luck. When you see them, you are to make a wish and it is supposed to come true.
  • That evening was a celebration for the end of the school year. Big concert and fireworks needed to be prepared for. Again, road closures or lane restrictions.

Back to our day on the tour. We must have circled St. Petersburg many times – as I started to get a very good sense of where I was on the bus. We headed out to Pushkin to visit Catherine’s Palace. Once there, we were treated to a walking tour of the Palace and the garden’s. I enjoyed every part of that tour. Our guide handed out receivers and headphones, so she could continue to tell us what all is going on – quietly (probably saying her voice from yelling). Once the morning was over, we drove back to St. Petersburg for the rest of the tour. Lunch was local cuisine at a hotel banquet hall (I would comment that it was not my favorite food, but okay). Back on the bus for more city highlights and then walking around Peter and Paul Fortress.

"Poppy Field" Claude Monet 1887

Day 2 of St. Petersburg was a 4 hour visit to the Hermitage Museum. Wow.. 4 hours was not enough, I felt like we were rushed to see as much as possible. The Hermitage is located on Palace Square, is one of the world’s greatest treasuries of fine and applied art with over 3 million exhibits. To say the least – impressive is right. We were able to get within inches of many of the greatest artist ever and their work was not behind glass. In fact, I was pretty shocked at how close you could get.

My overall impressions:

  • Looking at much of what was done during the early years, you can see that the government tried very hard to keep up with Italy and other countries – but they did it on a cheaper scale. What was marble in Italy was painted in Russia. What was solid gold, is gold leaf. Pretty cool – keeping up with the Jones’ on a budget.
  • Traffic – what a pain… I know this cost us some of our visit. We had less time in some places due to keeping to a schedule. We also missed out on visiting the Church of Spilled Blood (due to the economic summit street closures).
  • Our guides did an amazing job – they knew their stuff and were pretty good with answer questions. English was not a problem. What people can not hide is their opinion of stuff. We heard their pride and the disappointment as they talked about certain periods. I truly enjoyed not having a watered down version.
  • We had beautiful weather and got to see many of the celebrations. The wedding stuff was pretty cool. They drive around and take pictures before they are married. I was not even able to see the wedding dress ahead of time. The celebration for ending of school – military school, college and high school – all at once for everyone.
  • Security at Palace and Hermitage (in the rooms) were pretty much older women – just watching what was going on – which was really back-up. As the cameras were everywhere.

I can now say that I have stepped on Russian soil in my lifetime. Who would have thought about that some 20 or 30 years ago? Times change and this was a very good experience.

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