C ONTENTS About the Book About the Author Title Page Foreward Acknowledgments Dedication P 1: W ’ F ? ART HAT S A RED 1. The First Fred 2. The Fred Principles 3. Fred Sightings P 2: B F ART ECOMING A RED 4. Everyone Makes a Difference 5. Success Is Built on Relationships 6. Continually Create Value for Others 7. Reinvent Yourself Regularly P 3: D O F ART EVELOPING THER REDS 8. Find 9. Reward 10. Educate 11. Demonstrate P 4: F L F ART OR THE OVE OF RED 12. Fred Today 13. The Fred Spirit Appendix: The Fred Report Card Copyright About the Book Mark Sanborn met his postman, Fred, just after he moved to Denver. Fred knocked on his door, introduced himself and welcomed him to the neighbourhood. He also asked Sanborn about himself and how he wanted his mail handled while he was away. Needless to say, Sanborn was shocked. He asked Fred more about his job and how he approached it. Fred’s answers inspired him to develop motivational seminars promoting Fred’s attitude and approach to life. To embody the Fred philosophy is to realise and practise that: Everyone can make a difference Success is built on good relationships You must continually create value for others and it doesn’t have to cost anything You can reinvent yourself whenever you want. In this succinct and inspiring guide, Sanborn shows us how we can all truly make a difference everyday and become a ‘Fred’, as well as how to recognise, reward and attract Freds into our lives. About the Author Mark Sanborn is President of Sanborn and Associates, Inc. an idea studio for leadership. He has researched the qualities for leadership for over thirty years and has given seminars around the world to Fortune 500 companies, universities, associations and churches. F OREWORD Now and then you discover a book that’s so inspiring you find yourself immediately making a list of people you know who must have a copy! That was my response upon reading The Fred Factor by Mark Sanborn. This small, engaging book, based on a true story, delivers a potent motivational message that will super-charge your attitude toward work and life. Let’s face it—if a guy named Fred, who has a less-than-glamorous job working for the U.S. Postal Service, can serve his customers with exceptional service and commitment, what opportunities await you and me to help others, and in the process achieve deeper personal satisfaction? If I were to write out a list of individuals who would benefit from reading The Fred Factor, here’s whom I would include: My employees and business associates—for they will learn the secret behind how to better serve customers. Professional acquaintances in management positions—for they will be shown how to inspire an entire organization to seek unprecedented levels of excellence. My family members—for they will discover the benefit of showing genuine appreciation to those they love. Graduating students—for they will find extraordinary insights into achieving lifelong success not taught in classrooms. Finally, I would wish to place the book in the hands of everyone I know who wants to turn the mundane moments of life into extraordinary experiences. There are four basic principles that define the “Fred Factor.” I won’t spoil your excitement of discovery by sharing what they are here. But I promise that if you take Mark Sanborn’s advice to heart and begin living a more “Fredlike” existence, you will never view yourself, your value to others, and your importance in the world in the same way again. And not only will you affect your own sphere of influence for good, but you will gain the skills to help others become “Freds” as well. Perhaps what I like best about The Fred Factor is that this is not just another parable about how to make life work better—as valuable as those fictional stories can be. What makes this book special is that Fred’s story is true! And in addition to Fred’s own story, the book introduces us to many other real people making a difference in the world, in environments as diverse as a doctor’s office, a restaurant, a classroom, and a home. I urge you to do something special for others and yourself—incorporate the “Fred Factor” into your life. —J C. M OHN AXWELL A CKNOWLEDGMENTS The real Fred the Postman—Fred Shea—continues to be an inspiration to me. I thank him for being the example of extraordinary service that he is and for allowing me to share his story. The team at WaterBrook Press I count as friends. Thanks to Don Pape for believing in this book and to Bruce Nygren for his able assistance in editing. So many friends in the National Speakers Association have inspired, instructed, and encouraged me over the years. Being a member of this fine organization has added tremendously to my personal life as well as my professional life. There are too many speaker-pals to mention by name, but you know who you are. Please also know that I am grateful. My wife, Darla, has been my biggest fan and encourager. She has proofread many manuscripts, listened to countless speeches, and supported my unusual road-warrior lifestyle. She has, as always, my undying love and gratitude. And, finally, to the many individuals—some whom I’ve met and others whom I’ve only heard about—who live the spirit of the Fred Factor every day and make life fuller and richer for others—I tip my hat to all of you. To my sons, Hunter and Jack—I’m proud to be your dad. To my wife, Darla—I’m blessed to be your husband.