100 WAYS TO MOTIVATE OTHERS, THIRD EDITION How Great Leaders Can Produce Insane Results Without Driving People Crazy By Steve Chandler and Scott Richardson Copyright © 2012 by Steve Chandler All rights reserved under the Pan- American and International Copyright Conventions. This book may not be reproduced, in whole or in part, in any form or by any means electronic or mechanical, including photocopying, recording, or by any information storage and retrieval system now known or hereafter invented, without written permission from the publisher, The Career Press. 100 WAYS TO MOTIVATE OTHERS, THIRD EDITION Cover design by Howard Grossman/12E Design Printed in the U.S.A. To order this title, please call toll-free 1-800-CAREER-1 (NJ and Canada: 201848-0310) to order using VISA or MasterCard, or for further information on books from Career Press. The Career Press, Inc. 220 West Parkway, Unit 12 Pompton Plains, NJ 07444 www.careerpress.com Library of Congress Cataloging-in-Publication Data Chandler, Steve, 1944— 100 ways to motivate others: how great leaders can produce in sane results without driving people crazy / by Steve Chandler and Scott Richardson. -- 3rd ed. p. cm. Includes index. ISBN 978-1-60163243-2 -- ISBN 978-1-60163-555-6 1. Employee motivation. 2. Leadership. I. Richardson, Scott, 1954-II. Title. III. Title: One hundred ways to motivate others. HF5549.5.M63C434 2013 658.3’14--dc23 2012027671 To Rodney Mercado Acknowledgments To the greatest motivator there ever was, Mr. Rodney Mercado, child prodigy, genius in 10 fields, and professor of music and violin at the University of Arizona. To Chuck Coonradt, who, unlike other consultants, not only talks about how to motivate others, but has a proven system, the Game of Work, that delivers stunning results and fun to the workplace in the same breath. Chuck used the Game of Work on his own business first, and blew the lid off the results for his Positive Mental Attitude Audiotape company. Chuck realized that what he had created, the Game of Work system, was worth a fortune to companies of all sizes: It brought more financial success than even Positive Mental Attitude! Chuck has helped our own businesses succeed. To motivator extraordinaire Steve Hardison, about whose talents we have written much, but never too much. To Ron Fry, Gina Talucci, and Michael Pye at Career Press, for many years of wonderful service to our writing efforts. And to the memory of Lyndon Duke (1941-2004), a magnificent teacher, motivator, and friend. “While business is a game of numbers, real achievement is measured in infinite emotional wealths: friendship, usefulness, helping, learning, or, said another way, the one who dies with the most joys wins.” —Dale Dauten Contents Introduction to the Third Edition 100 Ways to Motivate Others 1. Know Where Motivation Comes From 2. Teach Self-Discipline 3. Tune in Before You Turn on 4. Be the Cause, Not the Effect 5. Stop Criticizing Upper Management 6. Do the One Thing 7. Keep Giving Feedback 8. Get Input From Your People 9. Accelerate Change 10. Know Your Owners and Victims 11. Lead From the Front 12. Preach the Role of Thought 13. Tell the Truth Quickly 14. Don’t Confuse Stressing With Caring 15. Manage Your Own Superiors 16. Put Your Hose Away 17. Get the Picture 18. Manage Agreements, Not People 19. Focus on the Result, Not the Excuse 20. Coach the Outcome 21. Create a Game 22. Know Your Purpose 23. See What’s Possible 24. Enjoy the A.R.T. of Confrontation 25. Feed Your Healthy Ego 26. Hire the Motivated 27. Stop Talking 28. Refuse to Buy Their Limitation 29. Play Both Good Cop and Bad Cop 30. Don’t Go Crazy 31. Stop Cuddling Up 32. Do the Worst First 33. Learn to Experiment 34. Communicate Consciously 35. Score the Performance 36. Manage the Fundamentals First 37. Motivate by Doing 38. Know Your People’s Strengths 39. Debate Yourself 40. Lead With Language 41. Use Positive Reinforcement 42. Teach Your People “No” Power 43. Think Friendly Customer Thoughts 44. Best Time? Biggest Challenge 45. Use 10 Minutes Well 46. Know What You Want to Grow 47. Soften Your Heart 48. Coach Your People to Complete 49. Do the Math on Your Approach 50. Count Yourself in 51. First, Just Relax 52. Don’t Throw the Quit Switch 53. Lead With Enthusiasm 54. Encourage Concentration 55. Inspire Inner Stability 56. Give Up Being Right 57. Wake Yourself Up 58. Always Show Them 59. Focus Like a Camera 60. Think of Managing as Easy 61. Cultivate the Power of Reassurance 62. Phase Out Disagreement 63. Keep Learning 64. Learn What Leadership Is Not 65. Hear Your People Out 66. Play It Lightly 67. Keep All Your Smallest Promises 68. Give Power to the Other Person 69. Don’t Forget to Breathe 70. Know You’ve Got the Time 71. Use the Power of Deadlines 72. Translate Worry Into Concern 73. Let Your Mind Rule Your Heart 74. Build a Culture of Acknowledgment 75. Seize Responsibility 76. Get Some Coaching Yourself 77. Make It Happen Today 78. Learn the Inner Thing 79. Forget About Failure 80. Follow Consulting With Action 81. Create a Vision 82. Stop Looking Over Your Shoulder 83. Lead by Selling 84. Hold on to Principle 85. Create Your Relationships 86. Don’t Be Afraid to Make Requests 87. Don’t Change Yourself 88. Pump Up Your E-mails 89. Stop Pushing 90. Become Conscious 91. Come From the Future