“Watch what a person pays attention to and you can tell what their unconscious intention is.”

This weekend on Meet The Press General Michael Hayden, Director of the Central Intelligence Agency said: “It is difficult for us to judge intent so we have to work back from action.” This is how the CIA trys to determine what the intentions of various countries are. It is not easy.

Leaders in organizations have the same dilemma, they are continually striving to decipher the intentions of their people, their competition and policy makers in government. We all know that actions are much more reliable than words. This is being demonstrated everyday on television by the politicians trying to persuade people to vote for them over their competitor. How often do they do what they say they will do?

In my coaching it is critical to understand the difference between what people say and what they do. You have to do the same thing. I would recommend that you spend some high quality time and effort to become a student of people.

Several of the articles on this site discuss “how” to read people. There are many books on the subject. My seminars are designed to share insights on how to read people as part of the “understanding” required for effective leadership and communication.

The CIA is tasked to go to places and do things that regular folk don’t. This is the core of how we achieve the requisite intelligence to defend our country and our way of life. You need to approach your personal life in the same manner, if you wish to achieve great things.

Push your comfort zones, study how to understand people, learn how to ask the tough questions. It is necessary for your long term survival and success.  

As Chairman of this event I am very excited about the quality of our presenters. This is going to be an awesome experience. You do not have to be a member of National Speaker’s Association to participate. GLAC is the Greater Los Angeles Chapter of NSA.

Plan on attending and call/register soon so you get the best rates.

GLAC 23^rd Summer Symposium

September 7-9, 2007

From Passion to Prosperity

Marjorie Brody, CSP, CPAE (Speaker’s Hall of Fame) - Building your Business with Professional Presence and Presentation Skills

Peter Montoya (author The Brand Called YOU) - Transform Yourself into an Indispensable Brand

Judy Carter (author The Comedy Bible) - Laughter Is Good For the Soul

Mitch Davis (Editor of Yearbook of Experts) – Connecting with the Media

Bob Danzig (retired President of Hearst Publications) - Threads of Life

Howard Putnam (retired CEO of Southwest Airlines) – Some play the game; Others change the way the Game is Played

Steve Pavlina – Six-Figure Blogging

Scott Bailey - Sell More & Sell More Easily, How to avoid unpaid consulting!

Dave Jensen - Use It, Don’t Lose It: How to Apply What You Learn at the Meeting

Glenna Salsbury, CSP, CPAE (Speaker’s Hall of Fame) Leaving a Lasting Legacy

There are three other facts you cannot afford to ignore about this meeting:

• It’s close to home (Southern California)
• Combines relaxation with education
• The price is so reasonable you’ll have money left over for the spa or…

To participate in an exciting Symposium that will boost your performance, confidence, and bottom line, visit: www.nsaglac.org. This is a conference you want to attend – plus bring a friend and say you know Dave Rohlander and you’ll each save 10% on your registration!

Feel free to call me with any questions.

Many companies, especially the startup type, are seeking to define and implement their “KILLER APP” which is short for their killer application that will set them apart from and ahead of any possible competition in the market place.

A couple of years ago I was at the Riviera Country Club in  Pacific Palisades, California at a LAVA, Los Angeles Venture Association www.lava.org, meeting to hear the US Vice President of Nokia www.nokia.com. He started his presentation with a joke. It was about the way Nokia was going to create the newest and best KILLER APP. Basically he explained that the majority of the time people don’t really need their cell phones for anything significant and most people used their cell phones to “kill time” while waiting or driving or generally to alleviate boredom. Nokia was going to solve this problem by providing extra games and applications to be used on the cell phone. A phone that was MORE than just a phone.

Another view of KILLER APP is promoted by Tim Sanders in his book, LOVE THE KILLER APP, www.timsanders.com. The book suggests that we give away three things.

1. Knowledge

2. Network

3. Compassion

In the year 2001 I co-founded and became CEO of a company  to help the world communicate better. The other co-founder is a long time client and friend of mine. Our intention was to use the Internet to facilitate improved communication between companies. We developed an approach that was “beyond” using keywords to find what you needed. We even applied for a patent and when I met with the US Patent office attorney I remember him saying “I’ve never seen anything like this.” Several intelligent people thought it was remarkable.

Our KILLER APP was the Q-Rating. Every time there was a transaction the buyer rated the supplier on Quality, Responsiveness, Delivery and Price. The buyer was rated by the supplier on Responsiveness and Payment to terms. Using the law of large numbers and a complex algorithm it facilitated open and honest communication as well as amazing efficiency. It worked very well.

However, there was a problem. There are basically three ways to make money on the Internet: (ATM) Advertise, Transaction Fee or Membership Fee. We chose a membership fee. The mistake was we should have given it away FREE until we built up a large user base.

A young fellow I met last year understands this principle very well. He has created one of the most popular web sites on the Internet. Check it out: www.StevePavlina.com. He gives away free information for smart people interested in personal development.

This post was prompted by a dear friend of mine who is a fellow USAF pilot of a few years ago and a graduate of the US Air Force Academy, he’s no slouch. He was curious about why I was giving away so much information on my blog.

The old school of business is to focus on transactions and revenue. I agree, this is important. However, given that I consider values of the highest importance, I have chosen to use my blog to give away as much information as I can. I believe that is important.

The next step I will be taking is to start compiling links on my blog to people I have known who give superior service. Stay tuned and you will see the links accumulating in the right hand column near the bottom, Blogroll.

“It is more blessed to give than to receive.” Acts 20:35

As the song goes: “Money makes the world go round…” Well, let’s think about that for a minute.

When you are engaged in meaningful work it has a tendency to pay you more than just money. There are some things in life that are priceless. Here are a few types of currency that you might seek in addition to a good pay check.

• Knowledge and growth
• Relationships that give you energy & power
• Fun
• Life choices you want
• Legacy
• Reputation and brand

One study found that of 100 high achievers, 92 percent rated themselves with some degree of unhappiness. High achievers are typically: Driven, Responsible, Confident and Saddled with shaky self-esteem according to The High Achiever’s Guide to Happiness by Vance & Carol Ann Caesar, www.vancecaesar.com.

Is that your story? Hopefully not; however, if it does ring a chord you might consider investing some time working on YOU.

Years ago I heard a great simple story that I’d like to share.

“Build a better world!” said God.

“What can I do?” I said. “I am such a small part of this world, I don’t have any power or influence.”

And God in all His wisdom said: “David, you just build a better YOU!”

Yesterday I was on a conference call with Zig Ziglar, www.ziglar.com. One of the most important points he made was that to have a fulfilling life you have to figure out how to help others. He coined the phrase: “You can get everything you want in life if you will just help enough other people to get what they want.”

An affirmation that is very useful for me is: “Every day in every way I’m getting better and better.” Work on YOU and figure out how you will help others and you will find happiness and rewards far more valuable than just money.

They said they were being “aggressive” and “creative” but the jury decided it was illegal and they were “guilty.”

Yesterday I attended a breakfast meeting of FCD, Forum for Corporate Directors, www.fcdoc.org, to hear a presentation by John C. Hueston, an attorney with Irell & Manella LLP, www.irell.com. John was the lead prosecutor in the trial of Jeffrey Skilling and Kenneth Lay of Enron.

There were two significant take aways that I wish to share with you. The first is to realize that everyone does what they do for a reason. It is important to be aware and pay special attention to their behavior as opposed to the words they use.

Let’s consider two of the more salient facts. Skilling resigned after six months in the position of CEO of Enron. Lay sold $70 milion of Enron stock. Both shared with their management people that things were “not good.” A few days later they told the press everything was fine. One of the core pillars of the government case was that the facts betrayed they had lied.

The prosecution did a masterful job of showing how the facts differed from their public statements and made it very clear and simple for the jury. Focus on peoples behavior to understand their motives.

The second take away is that quality communication is an absolute necessity in dealings with other people. When you read the actual letter that started the Enron legal saga, it screams “foul.” Lay got the letter describing the aggressive and creative accounting practices and passed it on to his advisors waiting for their recommendations. The attorneys and the accountants then proceeded to dance around the facts and figure out ways to protect the players and “their own huge fees.”

There was little or no concern for trust, respect, understanding or empathy for the investors. The result was a verdict of “guilty.” It was a similiar story in the case of Richard M. Nixon or Bill Clinton saying “It all depends on what “is” means.”

It’s easy to get wrapped up in all the details and convoluted versions of facts and figures or “he said, she said.” The bottom line is based on your behavior. Are people that know you or witness your behavior able to easily decide that they “trust and respect” you. Do you have understanding of yourself and others and does it include “empathy?”

“Two roads diverged in a wood and I - I took the one less traveled by and that has made all the difference.” Take time to reflect and evaluate which road you are going to take. It comes down to what and how you think, then say and ultimately, what you do (behavior.) 

New for 2007 is a revised and updated course that I first developed in 1992. This training course has consistently been one of my client’s favorite. Primarily because it provides lasting change in behavior and it’s a lot of fun.

We focus on five specific areas of behavior: goal clarification, personal organization, improved communication, team building and increased productivity. Imagine how your life could change if you improved in each and every one of these areas. What continually impresses me is that invariably the most successful and achievement oriented people enjoy it the most. We help successful people get better.

To get more information on this course read the flyer under “About DGR” in the column on the right or call me and I’d be happy to review it with you. I trust your year is off and running well. Let’s chat when you have a minute, 714.771.7043, www.MoreThanTalent.com.

Want to work on getting a little bit better? Why not come to the Greater Los Angeles Chapter of National Speaker’s Association this coming Saturday in the City of Commerce? www.GLACNSA.org 

I’ll be there early in the morning 7-8:30 am and then I’m going to a special seminar in Los Angeles by Patrick Horton, PhD on Story Telling. www.thestorycoach.com With a URL like that you know he has to be good. He will be one of our presenters at the GLAC 23rd Summer Symposium to be held in September 2007 in Indian Wells, CA.

This holiday season America paid tribute to Gerald Ford, 38th President of the United States, who died December 26, 2006. His was a remarkable career of public service. He was a high achiever in college, in football, law school, the military, the House of Representatives and the executive branch of our government, Vice President and President.

What is most remarkable to me is how effectively he achieved trust and respect from those who knew him best. It is also interesting that the public at large did not vote for him when he ran for president ostensibly because he pardoned Nixon. Historians are now saying it clearly was the right thing to do. The pardon began the healing process for the nation. He understood that was most important. 

He had empathy for the people of the land. His decision to pardon Nixon provided resolution. A good leadership decision by Mr. Ford. 

As you implement your New Year’s Resolutions I would encourage you to model your behavior after men like Gerald Ford. He was focused on the big picture and he put the people’s needs ahead of his own. This is why all those eulogizing Gerald Ford are reflecting on his significance and not his successes. What will people say about you?

This is a wonderful time of year. People visit at parties, families gather to celebrate, share time together and exchange presents, and hopefully we all think about “Joy to the World.”

A great time to reflect. Where have you been and where are you going.

I treasure the slow down in appointments that usually happens for me during this season. I use the time to review my past calendar year and do some strategic and tactical planning for the next year.

If you do the same thing, may I recommend you review a few of the articles on the right hand column of this page. There is some good information about the process of setting goals. There is also insight about branding.

Saturday night at a holiday party I met an executive who recently left a major US corporation. He is rethinking his future plans. I was happy to refer him to a few books that might be helpful.

One of the offers I always make at my seminars is “I am just a phone call away.” If I may be of any assistance to you as you think and plan please don’t hesitate to call me. I’ll be in the office a lot between now and the end of the year. 714.771.7043.

One last thought as I sign off. If you haven’t already seen my website, please review it and give me some feedback. www.MoreThanTalent.com.

Thanks and I wish you and yours a marvelous holiday season.

Last week we discussed affirmations. A colleague of mine, professional speaker, who does a great job with affirmations is Boaz Rauschwerger, www.boazpower.com. Each week he sends out a FREE ezine that gives ideas for living from his point of view. Good stuff.

This past Saturday I attended a meeting in LA of the National Speakers Association, Greater Los Angeles Chapter, NSA/GLAC, www.nsaglac.org and had the pleasure of hearing Lou Heckler, www.louheckler.com, again. He is a master of saying things well. His background is journalism and broadcasting.

We are approaching the holidays and many of us use this time to THINK about where we have been over the last ten months. Then we usually start to review our ideas and plans for the new year. I would like to suggest that the way you “say” who you are and the way you “say” what your goals are is very important.

“Your goal should be to define exactly who and what you are so that it can be ultimately represented by one word. This word will be your brand. It will represent the core attributes of your organization, product or service. A few examples from large companies will be helpful: Intel, Nike, Levi’s, McDonald’s, and Coors.” This quote is from one of my articles on your right, “Becoming a Brand.”

Have a wonderful holiday season and “Take time to reflect.” Who are you, are your taking enough risks, are you doing what you really care about? We are not involved in a dress rehearsal for living life, this is our last shot. Make it count, make it significant.

Every day in every way I’m getting better and better.

I feel healthy, I feel happy, I feel terrific.

I visualize myself having an ideal positive mental attitude, then I practice being that kind of person.

Yes, these are three of my favorite affirmations. We all talk to ourselves all the time. Some call it self talk. Some call it daydreaming. And some deny that they do it - that’s just the same type of thing only with a negative orientation as opposed to a positive orientation.

An affirmation is nothing more than a statement we make about ourselves in the first person. Ideally it should be in the present tense, be totally personal and have an emotional impact. What is amazing is that if we keep repeating an affirmation to ourselves, in time, we will believe it. First we have thoughts, then pictures in our mind and words, and finally it becomes a reality. This works either positively or negatively. You choose.

“As a man thinketh, so is he.” That’s what it says in the Bible. But what about science? What about other peoples influence? Why not be realistic?

My dear friends, science has now made and is continuing to make great progress in the study of the mind, memory, emotion and energy. One of my favorite and best received presentations is: “How to Manage Emotional Intelligence.”

Our mind is the only part of our body that can grow and improve through the years. It is continually changing. That change can either be in growth mode or it can be in the form of deterioration. The old adage, “Use it or lose it” really applies in the case of your mind.

Scientists are discovering that memory is resident in several parts of the body, not just the brain. The way you feel has a lot to do with what you allow yourself to think about. Most of us think about things that we have some knowledge about from our past experience, memory. That means that based on our past experience, we have a tendency to establish our thoughts and then our feelings. Good positive past experiences have a tendency to produce good positive thoughts in our current situations.

By the same token, if we think about a bad past experience, we will probably focus on the possible negative aspect of our current situation. What is absolutely EXCITING is that we have a CHOICE to think positively or negatively. By using affirmations, we are controlling our minds to focus on positive thoughts. That will help us to get positve outcomes.

Take that small action of repeating a positive affirmation. Repeat it until it becomes a habit. Then that habit will start to influence your attitude which will then change your feelings. Try it, you’ll like it.