RE:THINK

I’ve received this article from a friend (Zac Angelowicz), a successful entrepreneur,with experience in Sales and Recruiting.

Are our institutions of Higher Learning Preparing graduates for the Real World? Not without teaching them to “Block and Tackle.”

Many of our colleges and universities are laced with coursework that follows a textbook. Students are asked to memorize and regurgitate information in exchange for grades. These students are being taught by “Theoritians” Teachers that have academic credentials, but have never “Applied” that knowledge in real world settings. A few lucky students are being taught by “Practitioners” Instructors that have stretched their “Comfort Zone”, are entrepreneurial by nature, willing to take risks and compete at the highest level while motivating students to do the same. How can a business professor teach marketing if he’s never had a door slammed in his face or lost his own money in a failed venture and moved forward?

Every person in any walk of life has “WIIFM” or What’s In It for Me, emblazoned in invisible ink in the middle of their forehead.  By being taught a “World Class Meet and Greet” a person can break down the barriers and overcome the fear of
“Face to Face” interactions. The Human Organism is born with only two fears, the fear of loud noises and the fear of falling. All other fears are learned and can be unlearned.

In the interview and hiring process of thousands of applicants wanting to learn to “Block and Tackle”, we use the Predictive Index (PI) as a guideline or measuring instrument. What the PI reveals is a graphic depiction and report of the underlying patterns of behavior that drive an individual.

By description an accomplished “Blocker and Tackler” is an engaging, stimulating communicator, poised and capable of projecting enthusiasm and warmth and of motivating other people. They have a strong sense of urgency, initiative and competitive drive to get things done, with emphasis on working with and through people in the process. They understand people well and use that understanding effectively in influencing and persuading others to Act. They are Actors not Reactors and they take personal responsibility in Daily Excellence.

“So, what’s in it for you”

After your initial training in “Blocking and Tackling” you might ask, “How is this going to further my career path?” Craig Barrett, CEO of Intel stated in a recent interview that “‘people’ are 90% of everyone’s business, but business only spends 10% of their time, finding and developing them.” Find a good senior manager of any major corporation that can’t recruit, train and motivate as well as communicate the company’s vision to his troops, in today’s competitive environment and he’s in trouble.

Many middle and senior managers of large corporations have forgotten how or never learned how to “Block and Tackle.
The have “lost touch” with what’s going on in the “front line.” That’s why corporation’s are hiring “outside experts” to help streamline, organize and facilitate increased results.

Time in the Trenches

There’s no substitute for Front Line experience. My career started selling Ford’s in a small town in upstate New York. I was a college basketball player and one of our backers was a Ford Dealer. I honed my blocking & tackling skills that I initially learned growing up in the streets of Brooklyn. I had a great mentor, EJ Connors. After a career at Eastman Kodak Co. in Upstate New York, he started selling automobiles. He sold on the average of 40 New Fords every month for 10 years. He taught me about meet and greet, sending thank you notes and birthday cards. With his help, I sold 250 Fords my first year.

In 1979our Family relocated to Scottsdale. We started up “Polyglycoat” a car care & window tint company, whose trade name we sold in 1997 to Quaker State Oil Co. We developed the trade name “Polyglycoat” to a 3 out of 4 household recognition factor before it was sold.

In the last 5 years, my career has been recruiting and head hunting sales people and managers for the automotive industry. That’s full Blocking & Tackling. I have to kiss a lot of frogs to find that prince.

Graduate to Free Safety

Now that you’ve taken the time to develop your meet & greet as well as “people skills” you evolve to “Free Safety.”

The Free Safety roams the playing fields of career development with an air of confidence he or she is an “impact” player that makes a difference to co-workers. He covers their back when they’re beaten, he helps them overcome obstacles. He moves to the action. He’s an actor NOT a reactor and exudes a quiet confidence. He stimulates and creates action, while being a mentor to new team members. A true leader,a department head or CEO in the making. He understands what ASU Sun Devil Baseball Coach Pat Murphy means when he says, “If you fail, make sure you fall on your face and not on your heels, then you are truly making progress.” A Free Safety has the drive and determination to pick himself up off the ground, dust himself OFF and MOVE FORWARD.

By knowing and instinctively following the basics of Blocking and Tackling you will get “lucky” in meeting and exceeding your goals and aspirations.

Branch Rickey, the First Commissioner of major league baseball had a definition of “luck” he said, “luck is the residue of planning, preparation & discipline!”

Whatever career path you choose, be it entrepreneurial, educational, sales related or corporate, enhanced people skills will make you “very lucky.”

ZAC’S ZINGERS

1)      Always continue to Block and Tackle- Remember your life in the trenches

2)      Follow the A³ Principle- Attitude, Approach, Action

3)      Don’t ever say, “It’s not my job” be part of the solution, not the problem.

4)      Understand the definition of “Insanity” doing things the same way and expecting different results. Be daring and Creative.

5)      Practice the 10 most important 2 letter words in the world on a daily basis

“If it is to be, it is up to me!”

By: Zac Angelowicz