Today, I went for a long ride.
And it got me thinking… that…
Time is our only constant-
But the way we perceive it, is not.
Apparently, Einstein thought of the theory of relativity while riding on his bicycle.

If you travel one hundred miles
At the same speed,
Under the same conditions,
You should arrive at your destination at the same time.
But, in our perception of time,
It can pass swiftly,
Or, it can pass slowly.

When my goal is steadfast
(for every inch of 100 miles),
And my focus and intent clear…
It passes quickly.
When my thoughts are scattered,
And my destination misdirected …
It passes very slowly.

Is it your desire to reach your destination in the shortest amount of time?

Or to enjoy the process by perceptively staying focussed on the prize-
thereby allowing the perception of time to be malleable?

It is human nature-
We plan for the inevitable.
Anticipating how we might respond in certain situations, But then the unpredictable happens And it knocks us off our feet.

In the beginning of my career, I used to “bank” on a deal.
When it was consummated – before it closed.
But after being stunned one too many times, By an unanticipated turn, I started to anticipate the unpredictable.

To this day – not a day goes by
When something unpredictable doesn’t happen!
So, being…
Small
Nimble
Creative
Adaptive

Certainly helps!

I often wonder what people see on their horizon.
And if they feel they will ever reach it.
I also wonder if people see beyond the horizon, And if they do, how far they see.

People who lead the evolution
Have the ability to visualize beyond the line And implement their own vision.

It is difficult for people without vision to comprehend the evolutionary.
It is equally frustrating for the visionary to interact and explain the renaissance to these people.

Arianna Huffington was interviewed in The New York Times magazine this past weekend. I ask the reporter (who seemed to be on a witch hunt) the following questions:

Who is more representative of the media communication evolution than Huffingtonpost.com?
Who is a brighter leader of this evolution than Arianna Huffington?
Who is the clear online leader in this evolution?

The funny thing about horizons, is that once a visionary broadens them, they become that much easier for everyone else to see…which is maybe why Huffingtonpost.com is one of the most trafficked websites on the globe.

I will die trying…
And I think that’s the point!

Because this “whole thing” is a process.

I admire and respect the lifetime achievers.
Those who practice the art-of-the-pursuit.
Their existence is about the process and not about the end game.
They are ever-present
And constantly in pursuit of an endless task.
To hone an art, skill, relationship or craft.

When they finally find that buyer their home, they don’t remember the closing -
They remember the search.
And what they learn from that process, they take with them.

When they sell an exclusive listing, they don’t remember the final showing.
They remember the pitch and the creative process in servicing their client.
And what they learn from that process, they take with them.

When I sell out a building development, I don’t remember the last sale.
I remember the design development, the branding strategy and the marketing.
And every project deepens the understanding that I take with me.

When I hire someone, I don’t think about the interview.
I think about the brainstorming, the commonality and the values that person has.
And what I have learned and will continue to learn from them…

How many people do you meet in a day?
I meet at least 15 new faces.
How many emails do you send in a day?
I average about 75, at minimum.
How many calls do you get a day?
I average about 30.

Now what?

I have to make a determination and a decision, to filter these connections based on a few factors.
(Because there is no way that I can effectively engage with everyone on a successful level).
I can respond, but not fully engage.
And in order to make a difference -
You have to be engaged.

Who we decide to work with will ultimately define our success.

So, an important skill to hone would be the one of determining who to pursue a relationship with…

And who not to!

Certainty
Is powerful
And gives us confidence to make decisions.

Uncertainty
Is debilitating
And clouds our instinct.

In Malcolm Gladwell’s Blink he discusses our cognitive ability to immediately know the truth to its core.
I agree that we possess this innate ability.
We just need to be in touch with it and accept it.
We question our subconscious, when we should really listen to it.

When we interact, negotiate, represent and engage with others, (on every level) being certain about their intent is vital. 
And making sure they understand ours is even more critical.

Socially – we become connected.
Emotionally – we become empathetic.
Professionally – we become respected.

This instinct is at the heart of being honest!
And being honest is key to having people know you, trust you and believe in you.

It pays to “let go” and follow our instinct!

An open letter to my staff and agents:

The key to building and effectively running a successful business is making sure you have the right people.

Nothing is more paramount.
Nothing!

Not all people are created equal in the eyes of a business, because people (just like companies) have different goals and values.

My staff and agents ARE our brand.

We have common interests.
We share our ideas.
We embrace our culture of transparency.
We innovate.
We understand that our business has evolved.
We respect integrity.
We work for the client. Tirelessly.

The power of a brand is more adversely affected by a lack of one these things than it is strengthened by the presence of some of them.
Knowing that someone is there in your corner, representing a common interest and vision is powerful.

Thank you for having my back!

You only get ONE opportunity to make a first impression.

So, make one that lasts!
If you don’t, you will easily be forgotten -
And someone else will be remembered.

Without a lasting impression,
you are a face,
a name without significance,
or a distant memory.

Ask yourself…
How do you want to be remembered when you leave the room?
If you think of people who are remarkable,
It is usually for ONE thing.

So find yours.
Embrace it.
Show it off.
Sell it.

And that will lead to success…

Shaun Osher and Herbie Hancock

Regardless of the field of business one is in, I believe it is critical to draw on inspiration from “other people and places”.

We see this all the time, and though it isn’t always obvious, I believe that exceptional people and exceptional companies draw influences from other fields and interpret them in their own way.

This approach frees the artisan from “industry standards” and encourages innovative thought.

It’s a process that facilitates the ultimate “out of the box” ideology that we all (or most of us, anyway) strive for.

The box we work in has limitations, and once we broaden our scope beyond this box, remarkable things can happen.

The non-generic!

I find myself influenced every day by someone or something in one way or another. Our DNA and CORE values are synonymous with many of these different influences. Here are a few:

• Herbie Hancock for being REMARKABLE AND IRRATIONAL with his dedication and artistry for more than six decades.
• Herb Ritts for his INNOVATIVE expression with his lens.
• Nelson Mandela for his INTEGRITY and strength of an ideology.
• Tony Hsieh for raising the bar in CUSTOMER SERVICE.
  
• Marcus Agrippa for his ATTENTION TO DETAIL in architecture’s greatest achievement.
• Ayn Rand for her TRANSPARENCY in The Fountainhead and Atlas Shrugged.
• Chris Carmichael for his humble TEAM support of Lance Armstrong.
• Eminem for being RESPONSIVE and NIMBLE.
  
• Frank Lloyd Wright for his mutual RESPECT of history and innovation.
• Dr. Barnard for his KNOWLEDGE and foresight.

When I least expect it
And you will win my respect.

Disappoint me…
When you’ve set my expectations
And I will be hard to recapture.

Making promises and living up to them is extremely difficult because there are always extenuating circumstances beyond our control.
The goal should always be to under-promise and over-deliver.
But all too often sales people and companies fall into this trap. It’s in our nature to get excited at the prospect of a new endeavor and it takes incredible discipline and strategy to curb that enthusiasm. But this is critical when it comes to managing expectations and winning respect.

No promise is better than a promise not kept.

- When Apple launches a new product – it is full of surprises, and I respect that.
- When Virgin Airlines launched – it was full of surprises, and they won my respect.
- When 3M launches a new product – it is full of surprises, and I respect their innovation.

Alternatively…

- When a company announces the launch date of an innovative million dollar website, and it is delayed (with nothing innovative), it can only be a disappointment.
- When a software company makes promises about a new and better browser that pales in comparison to the market, I’ll be surfing elsewhere.
- When a salesman promises a certain level of success to a client, and comes up short, it destroys their credibility and trust.

We are living in a world that moves faster than any other period in history. A technological revolution. Innovative ideas spread like a virus. But only if the idea is innovative, remarkable and exceeds our expectations.