Book Review: Rules of the Hunt

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My current read is “Rules of the Hunt: Real World Advice for Entrepreneurial and Business Success, by Michael Dalton Johnson.  I found this book through Jeffrey Gitomer, who wrote the Forward.  This is a VERY easy book to read.  More of a bullet point approach to practical ideas and strategies.  Here are the points that stood out to me…

Chapter 1, Things they didn’t teach you in Business School:

“Formal education will make you a living.  Self-education will make you a fortune.”  -Jim Rohn

“A small box of exquisite chocolate truffles is remembered long after a two-pound box of so-so candy.  That’s all you need to know.”

Chapter Two, Leadership:

“Don’t tell people what to do; tell them who they are.  The most subtle and powerful rule you’ll ever learn for motivating people is to tell them who they are rather than telling them what to do.  Example: You’re at the DMV, and you approach the clerk with an exasperated expression.  You sigh and say, “This form is confusing; I can’t figure it out.”  The clerk looks at you disdainfully and advises you to read the instructions on the reverse of the form, looks past you and says, ‘Next.’  Now imagine approaching the same clerk with the same problem.  This time, however, you approach her with a smile and say, “You look like the person who can answer a couple of questions for me about this form.”  The clerk smiles back and says, “Let’s see what you’ve got here,” and quickly answers your questions.  In the first example, its all about you and your problem.  In the second example its all about the clerk.  You began your request by telling her who she is by acknowledging her as an expert with the knowledge that can help you.  She immediately wants to prove you right and she does.”

“Talent wins games, but teamwork and intelligence wins championships.”  -Michael Jordan

“The less detailed, the more empowering.  In business, if you are dealing with an experienced and competent associate, abbreviated instructions will sometimes get you the results you are looking for because they also empower the recipient.”

“Set unreasonably high goals for yourself.  I subscribe to Fred Bucy’s (former president and CEO of Texas Instruments) law which states, “Nothing is ever accomplished by a reasonable man.”  Become unreasonable, come on strong in this area, and have seemingly unattainable dreams.  Real progress often depends on unreasonable people.  Are your goals unreasonable?”

“Practice creative rule breaking.”

“Hell, there are no rules here – we’re trying to accomplish something.”  -Thomas A. Edison

“Be the leader.  Its your agenda.  Its your business.  Its your dream.  Its your responsibility.  Focus on the goals.  Share you vision.  Be kind.  Communicate clearly.  Do the work.  Get things done, and get them done today.  Maintain your integrity.  Set the example.  Leave excuses at the door.”

Chapter Three, Relationships:

“Three people you should take to lunch.  Invite your banker to lunch.  Its best to do this when you don’t need financial services and just want to introduce yourself.  Have a friendly conversation.  Tell her about your company and your long-term goals.  Bankers are great sources of referrals and introductions.  They meet a lot of business people.  Once they know you, they may send someone in need of your product or service.  If the time comes when you do need a loan or bank reference, you have the inside track.”

“Acquire champions.  Establish relationships with people like you and who are enthusiastic about what you are doing.  This can be almost anybody from your barber to your banker.  Champions are a wonderful source of referrals and can expand your business network.  If you are dealing with a large, bureaucratic organization, having a champion within the company really pays dividends.  Find one.  Be inclusive, not exclusive.  Imagine having several hundred advocates, some in very high places, who champion your business.  This group should include friends, family, vendors, employees and customers.”

“Let’s not do lunch.  You’ll get more done over a breakfast meeting, than you will at lunch or dinner.”

“You make a better impression with most people if you are sharply dressed.”

“Do talk to strangers.  Talk to strangers?  Bad advice for a kid, but good for an entrepreneur.”

“Reach out.  What I have long known instinctively was confirmed by Dr. J. Hornick, a researcher at the University of Chicago.  He found that a brief light touch on the upper arm of a person you are talking with forms a bond on a subconscious level.  It is subconsciously interpreted as an expression of warmth and a friendly desire to bond.”

“Let it be their idea.  When discussing an idea, I have found that often it is smart to introduce elements into a conversation that suggest a solution, but I never state the solution.  As such a conversation proceeds, the other party will suggest the solution – the one you had in mind all along.  At this point, you would be well served by exclaiming, ‘Perfect!’ or ‘Brilliant!’ and consider the deal done.  Devious?  I don’t know.  I’ve been married a long time and have had a lot of experience on the receiving end.”

“Let’s shake on it.”

“I can feel the twinkle of his eye in his handshake.” -Helen Keller

Chapter Four, Strictly Selling:

“Creating excitement and curiosity, identifying a problem, offering a solution, reciting the benefits of ownership, establishing credibility, adding value, up-selling, and ending it all with a strong call to action will close sales for nearly anyone.”

“Learn Telephone 101.  Note the phrase ‘I won’t waste your time’ is music to the prospect’s ears.  This opening can be adapted to almost any product or service you are selling.”

“This dog won’t hunt.  When you are interviewing a candidate for a sales position, always ask, ‘How much money did you make last year?’  If the candidate is shy about talking about a previous year’s earnings, take a pass.  If the applicant is shy about talking about money with you, odds are he or she will be uncomfortable talking about money with the prospect.  The ideal candidate will introduce the subject and ask, ‘How much can I make?’ within the first 20 or 30 minutes of an interview.  If a salesperson is the least hesitant at talking money, she or he is probably not the hungry carnivore you need.  This dog won’t hunt.”

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About rjkunz

MkD for Aflac CA/BA Rampage. Father of 5. Husband to 1. Friend to All. Well, many.
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