Handout for the Masterclass Success strategies and Skills.

1. Success strategies and skills

2. Gustaaf Vocking MSc MBA
Ø Master of Econometrics
Ø Bachelor of Business information science
Ø Psychology and post Doc didactic skills
Ø Executive MBA
Ø Entrepreneur since age of 15
Ø Management Coach/Consultant/Trainer
Ø Leadership/Communications/Brain skills
Ø Managers/Professionals/Experts
Ø Europe & USA
Ø >20 year management experience
Ø >10.000 (senior) managers and experts

3. Success…

4. Success… biases

5. Success… biases

6. Success… biases

7. Success… biases

8. Success… biases

9. Success… biases
Selective perception

10. Effective v.s. Efficient

11. More efficiënt: laces
https://youtu.be/zAFcV7zuUDA

12. Success
=
Meeting your
expectations
(Goals & means)
Success?

14. The cause of stress

15. Stress is a choice…

16. To live a
Peaceful, simpler and successful
life
manage
all your expectations
Creating success and killing stress…

17. Three components of success
Goals: S.M.A.R.T. Means: T.O.Q.F.I.M.
Score keeping
pecificeasurable
m
bitious
ealisticim
ephased
im
e
rganisation
uality
nform
ation
oney
acilities

18. Goals v.s. means

19. What are your means at hand?
Means
Really Achieving your childhood dreams:
https://youtu.be/ji5_MqicxSo?t=6s

20. What is your goal?
Goal
üDetermine your life goal(s)
ü What makes you proud?
ü What makes you happy?
ü What do you want to achieve,
at all cost?
ü What would you regret on your
deathbed?

21. Top 5 regrets of the dying…

22. How to keep score?
ØROI?!
Money is a means…
üROTime
v Your time is your real
investment.
v Measure Return by
what you find
important!
Score keeping

23. Balancing your time? There is no such thing…

24. The real sources of success…

25. Thinking: how it works
1. Association 2. Analysis 3. Communication
(optional!)
Ø Internal&me focus
Ø Non linear!
Ø External&them focus
Ø Linear!

26. Thinking: internal process

27. How to steer with questions?
ü What/How/When/Who…?
ü Why?
ü What else can you think of…?
ü What can you do/think of to get more
ideas?
ü Who can help you get more ideas?
apreciatively

28. How to steer with questions?
ü What/How/When/Who…?
ü Why?
ü What can you conclude/solve …?
ü What can you do/think to
conclude/solve…?
ü Who can help you conclude/solve…?
apreciatively

29. Focus on what?!

30. Focus on what?!
Are we doing it right?
What is working? What can be improved & how?
Are we doing the right thing?

31. Principles over rules
ØPrinciples are
output focused
ØRules are input
focused

32. Appreciative approach
Good already
What&how can
be improved

33. http://goo.gl/ncPXMR
Completed Patent 251,539 for the light
bulb that ensured his fame and fortune.
I've missed more than 9,000
shots in my career. I've lost
almost 300 games. 26 times,
I've been trusted to take the
game winning shot and
missed. I've failed over and
over and over again in my
life. And that is why I
succeed.
Failure = not trying

34. Failure = not trying
Thomas Edison Michael Jordan
Demoted from her job as news anchor
because she 'wasn't fit for TV'.
Wrote first book as a struggling single
mom on welfare. Faced 12 rejections
from publishers. Sold for $4,000.

35. Who fears failure?

36. Why we fear failure?

37. Why we fear failure?

38. Why to fail?

39. What is failure?

40. Why failure teaches more than success?

41. Why don’t we own our failures?

42. Failing forward fast

43. 3 step persuasion

44. Determine what you
want ánd why
0.
3 step persuasion

45. Determine what you
want ánd why
Determine what they
want ánd why
0.
1.
3 step persuasion

46. Determine what you
want ánd why
Determine what they
want ánd why
Synergize to get all
what they really want
0.
2.
3 step persuasion
1.

47. The P2I Model
Content
Process
Relationships
Personal Program
Emotions

48. The P2I Model
Content
Process
Relationships
Personal Program
Emotions
What?

49. The P2I Model
Content
Process
Relationships
Personal Program
Emotions
When? How? Where?

50. The P2I Model
Content
Process
Relationships
Personal Program
Emotions
Who?

51. The P2I Model
Content
Process
Relationships
Personal Program
Emotions
Why?

52. Profiling
Content
Process
Relationships
Personal Program
Emotions

53. Profiling Through Questions

54. Asking the right questions
ü Ask without answer in mind
ü Listen and observe
ü Ask to find the right question
ü Ask one question at a time

55. Asking the right questions
ü Open question: requires
a long answer, usually
involves someone’s
opinion.
ü Closed question: can be
answered in a brief way,
such as ‘yes’, ‘no’, ’blue’
or ‘high’.
Open questions
Closed
questions
Yes/no
questions

56. Open questions

57. 77
Quality questions: motivation
Ø What should … hold for you?
CRITERIA
Ø Why is CRITERIUM important?
Away from/Towards (ask 3x Why)
Ø How do you know you do … well?
Internal/External validation
Ø Why did you choose …?
Procedures/Options
Ø What is the relationship between … (last year
and now)?
Change preference (same/change)
Pro-active/Reactive
Details/Head lines
Self/Other focus

58. 78
Quality questions: pain/pleasure
Ø Tell about CONTEXT + SITUATION you
disliked?
Feeling/Choice/Thinking
Ø Tell about SITUATION that met CRITERIUM?
Independent/Proximity/Collaborative
What did you like about it?
Person/Task focus

59. 79
Quality questions: rules
Ø How can you increase success CONTEXT?
How can X increase her/his success
CONTEXT?
My rules/My rules
My rules/.
No rules/My rules
My rules/Your rules
Ø How do you know Y is good at CONTEXT?
See/Hear/Read/Do/Sense
How often do you need to OBSERVE to be
convinced?
x times/Automaticallly/Continously/Period

60. Find the right question first

61. A perfect answer to the wrong question?

62. …versus an 80% answer to the right question

63. Getting to the right question
ü Why do you ask?
ü What do you think?
ü What’s your ideal outcome?
ü How do you know this is
true?
ü …

64. Kill the monster when it’s small

65. How to spend the first 10 minutes of your day?
https://hbr.org/2014/06/how-to-spend-the-first-10-minutes-of-your-day

66. Questions?
@GustaafVocking
GustaafVocking
Gustaaf.Vocking@power2improve.nl