John Hersey Leadership Blog

As the economy continues to struggle, and unemployment is at an all-time high, I find myself speaking to groups of people that are confronted with economic realities harsher than anyone in America has faced since the Great Depression.  These folks have often watched their homes, cars, and certainly their savings slip through their fingers, and many of them feel that their once-stable lives are out of their control.  I speak to each group for their own specific purposes, of course, but in many cases I find myself weaving a second message into my original: a message of attention.

Back in early 2002, business for motivational speakers was slow.  The 9-11 disaster had stolen a lot of the power of hope and motivation, and as a whole, we had moved from serving people to searching for people to serve.  I attended a gathering of some of the top names in professional speaking.  We talked about how hard things were for us and for the country, and the irony of the need for hope spiking just as the demand decreased.

An expert took the stage, someone who was supposed to tell us how to survive.  Instead, she told us that there “was no problem”.  She told us about professional speakers that were overbooked, and had more clients than they could serve.  She pointed to the need for hope, and told us that we were paying attention “incorrectly”.

The concept has been in the public sphere for centuries, under a variety of different names.  The most current ‘phenomenon’ surrounding this simple concept is called The Secret, but in fact there’s no secret to it.

As a group, our attention was focused on the problem — on the lack of business.  Our attempts to get more clients were focused on our own empty calendars.  The busy speakers paid attention not to their own schedules, but to the needs of their clients.  They approached each call not from a ‘please, I need you to hire me’ perspective, but from a ‘how can I assist you?’ point of view.

Her words moved me deeply.  I knew, intellectually, that we create in our lives that which we focus on the most.  If you devote your attention to your problems, they will multiply.  If you pay attention to your successes and blessings, they will multiply.

So what does of this have to do with the people I talk to today?  Simple: most of them are paying attention incorrectly.  The economic realities that we face today are challenges — but every challenge comes with opportunity built-in.  Instead of focusing on the fact that your job is tenuous (or even already gone), focus on what you can do with your time and skills if you’re not locked in to your current position.

One personal friend of mine lost a valuable job as a sales director for a major international entertainment company – and his response was to relax, cut back (of course), and start doing what he had wanted to do since his college days — play with Photoshop.  Today, he makes good money as a well-known freelance Web graphics designer.  By focusing on the opportunity that his change afforded him, he turned a disaster into a success.

Leadership speakers have known about this basic psychological tool for generations, but as my story above demonstrates, even we lose focus from time to time.  Everyone does — the important part is to recover quickly and shift your attention back to the opportunities as firmly as you can.

Any company that cares for its personnel and recognizes their value as the moving force behind its business’ success, especially during hard times, will definitely invite a motivational speaker to boost their pride and knowledge.

By planning a seminar for your employees, you are surely working towards improving your company’s productivity, sales, and image.  In past years, a company’s worth was thought to be on the equipment it possessed. Today, people are a company’s insurance for success so, instead of upgrading equipment, the leadership team should be working on upgrading its staff’s performance and quality of life.

Yes, motivational talks not only improve performance, skills, and motivation, but they also improve the way in which the individual perceives his life and the world around him.  Through these talks, you are demonstrating that you care about the person behind the job title. Employees feel valued, and in turn, it makes them value your company much more.  This is why it is important not only that you hire a motivational speaker but that you hire the right one.

But, how exactly do you hire the right speaker to benefit you as much as your staff?  Here is how:

1.    Research locally
Due to budget, and even more so if you are making this a regular practice, you should research local motivational speakers, because they mean savings in travel, lodging, and professional fees.  However, NEVER sacrifice quality to practicality.

2.    Look for referrals
Good motivational speakers are widely known in certain industries.  Make sure you ask your colleagues and acquaintances for referrals, and go into several motivational speakers’ websites to read the testimonials.  The best way to find the best is by listening what others have to say about him.

3.    Do not judge by the website
Remember that websites are a source of information that reach many people, thus, they tend to be ‘general’.  Most motivational speakers tailor their presentations to fit a company’s specific needs and are open to new ideas and proposals, so it is imperative that you talk to them personally in order to know exactly what they can do for you, your staff, and your company.

4.    Ask what other things they offer
Some motivational speakers who also happen to be authors may offer their books at a special price or as part of the deal.  They may also add one or two free coaching sessions after the event.

5.    Ask if they can provide a breakout session for a lower cost
Since the speaker is already on site, sometimes you can talk him into delivering a short breakout session for a different group in the company after the main event, for a much lower cost.  The speaker’s main goal is to satisfy his clients and give added value, thus, flexibility is the norm.

6.    Ask for permission to record the event
In this way you can make it available for new employees and use it, when pertinent, in future events or for specific training sessions.  You can even invite some clients over and show them the material so that they can experience your staff training vision and mission, reinforcing your image and professionalism.

7.    Maybe you can pay the speaker with your product or service
You may not be able to negotiate the whole fee, but perhaps part of it.  If you work or own a hotel, restaurant, or spa, the speaker may want to exchange some of your services for his.

Thinking about your staff’s wellbeing and professional growth is a priority if you want to succeed in today’s business world.  No more are business and life two separate things. Nowadays, one complements the other and are intrinsic to mutual success.  Consider this the next time you are thinking about ways to boost your people’s inspiration, and let the motivational speaker do his job.

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