I will briefly introduce myself and we
will begin my name is Marshall for those
of you I've not met I'm from a small
town in Kentucky called Valley station
Kentucky went to school in Indiana I got
a PhD at UCLA I was a college professor
Indian when I was very young then for
the past 38 years I've done three things
when it's like today I give talks or
teach classes which is what I love to do
the most then the second thing I do
which I'm most famous for is I coach
executives and what I love about
coaching is that's where I learned so
much and then the final thing I do is
write and edit books and articles my
most popular book many of you've read is
called what got you here won't get you
there
that was my 23rd book and after writing
22 books it was very good to write a
book that someone finally bought yes
people bought this book other than his
assorted relatives so I've got I've got
a great job the only hard part of my job
is I do travel constantly on American
Airlines alone I have over 11 million
frequent flyer Basel have any of you
seen the movie up in the air with George
Clooney I have the cart and this always
happens to me with the card especially
with women I show them the card that
would say the same thing you look
exactly like George Clooney's what are
we gonna be good doing today today I'm
going to be talking about my new book
triggers becoming the person you want to
be oh and by the way a couple of
invitations send me an email Marshall at
Marshall Goldsmith calm I love getting
emails and visit my website wwlp.com I
give everything away all my material you
may copy share download duplicate using
your church charity or non-profit use my
material any way you wish now what are
we going to be doing today first we're
gonna learn from six different studies
why the most important variables for
success in leadership development
coaching and engagement is the person
not the program to I'm going to share a
process called a daily question process
and talk about how it's going to help
you become more effective I'm going to
teach you something today that takes two
minutes a day and costs nothing it's
going to help you get better at almost
anything now some of you are a little
skeptical you're thinking wait a minute
two minutes a day costs nothing and
help me get better at almost anything
that sounds too good to be true I'll
make another prediction half the people
that start doing this will quit within
two weeks and you will not quit because
it does not work you'll quit because it
does work everything I'm going to teach
you today is going to be incredibly easy
to understand it's just incredibly
difficult to do we're going to talk
about new research on something called
active questions with my daughter Kelly
that I'm doing very exciting and then
you're all going to be invited to
participate in a study yourself to see
does this work for you so rather than
being an abstract theory I'm going to
send anybody that wants to participate
at an email every day for 10 days you'll
get a chance to practice yourself and
see how it works for you and we're gonna
practice peer coaching stand up find one
person you haven't met yet sitting next
to that person go stand up find a
partner a new partners go go go go find
a partner
okay sit by your new partner sit by your
new partner sit sit sit sit by your new
partner
okay Shh we are going to practice peer
coaching and peer coaching you are not
here to judge your partner Shh
you are not here to critique your
partner you are not here to put your
partner down you're here to help your
partner I want you to shake hands with
your partner say partner my name is I'm
here to help shake hands with your
partner go now I went to I went to a
presentation at the National Academy of
Human Resources I'm a fellow in the
National Academy of Human Resources and
they did an interesting presentation on
the topic of employee engagement and
these were three of the top HR people in
the world and the presentation was very
impressive they talked about everything
they knew about engagement recognition
rewards training compensation
empowerment it was all wonderful then
they said in spite of everything global
employee engagement here at all-time low
I'm thinking wait a minute if we all
know so much why is it employee
engagement it's no better today than it
was 30 years ago it hasn't gone any
place in the last 30 years then I
realized one thing 100 percent of the
discussion was what can the company do
for you and absolutely zero percent was
what you can do for yourself
now when I say 100 and zero this is not
an exaggeration 100 percent of the
dialogue and employee engagement was
what is the company going to do to
engage you and absolutely zero was what
can you do to engage yourself I
remembered the famous John Kennedy
speech ask not what your country can do
for you ask what you can do for your
country
this was 100 percent the opposite of the
John Kennedy speech it was all what
somebody do for you and nothing what are
you gonna give back well I thought about
this and I thought wait a minute these
people are missing half an equation I'm
always flying on the airplane they're
two flight attendants one's positive
motivated upbeat enthusiastic one's a
negative bitter angry and cynical if any
of you ever been on that flight before
same pay same uniform same employee
engagement program what's the difference
the difference is not what's on the
outside the difference is what's on the
inside well that got me started to
thinking about various sorts of research
should show why the real variable is not
the program it's the person learning
from executive coaching in my coaching I
don't get paid of my concert don't get
better better is not judged by me or
them it's judged by everyone around them
this is not a secret it's a well well
publicized fact the client I spent the
most amount of time with didn't improve
it all I didn't get paid client has
spent the least amount of time with
improve more than anyone ever coached
200 people got better and I did get paid
this is a humbling experience for those
of you the background in mathematics I
made a chart on one dimension it was
called time spent with Marshall
Goldsmith the other invention was called
improvement there was a clear negative
correlation between spending time with
me and getting better I thought well
this is a troubling chart I got to talk
to my friend who improved the most who
was ranked last year is the number three
greatest leader in the world in Fortune
magazine
his name is Alan Mulally Alan just
retired as the CEO of the Ford Motor
Company did a spectacular job of turning
the company around stock went from 1 to
18 point 4 and he did not take one cent
of our United States government taxpayer
money little round of applause for this
guy good guy I'll go talk to my friend
Alan I said Alan of all the people I've
coached of all the people I've coached I
spent the least amount of time with you
and you approved most then I said Alan I
said Alan I showed him my chart I said
Alan the way this chart looks had you
never met me you'd really be good so I
asked my friend Alan what should I learn
about coaching from you he taught me two
lessons he said lesson number one your
biggest challenge as a coach is called
customer selection you pick the right
customer you win you pick the wrong
customer you lose they said don't make
the coaching process about yourself and
your own ego and how smart you are make
it about those great people you work
with how proud you are of them then he
said it's the CEO for my job and that
different
I don't design the cars I don't build
the cars I don't sell the cars I got
have great people
and every day I go to work I tell myself
leadership is not about me it's about
them
well one of the messages we have not
given the employees is it's about you
we've told them it's about a program my
research on leadership development is
very compelling I've got I've got
research study 86,000 people have been
in my classes I measure do they do the
stuff and they get do they get better
you know what shockingly the people that
do this stuff get better amazingly the
people that go to the classes and do
absolutely nothing don't improve you
know I have good news they don't get
worse
no they just stay the same well you
don't get better because you go to a
training program you don't get better
because you put a values plaque on the
wall you don't get better because you
hired an executive coach the key
variable that changes who it's inside us
we are that key variable now why has
changed so difficult why is it we fail
on even little things why are all of our
new year's resolutions dropped we live
in a perfect storm of distraction a
perfect storm of distraction
President Clinton talked about that I
thought it was interesting he said it he
didn't have a TV that's one of the
reasons he was so successful we live in
a perfect storm of distraction emails
voicemails text messages why don't
people do what I teach well I'm probably
the only teacher you know that's
measured this from tens of thousands of
people I said why don't you do this
stuff years ago my biggest client was
Johnson & Johnson 98 percent of the
people under my class said I'm gonna do
what Marshall just thought year later 70
percent did some 30 percent did nothing
not even one minute I'm not ashamed of
these numbers I'm proud of these numbers
seventy percent of two thousand people
is one thousand four hundred people
getting an evaluator by 10 co-workers
each 14,000 people have a little better
life that's a pretty good thing I got to
talk to people who did nothing and said
why did you do nothing answer had
nothing to do with the ethics values
integrity it had to do with the dream
yes this is a dream I've had for years
and many of you have had this dream many
of you have had this same dream many
have had the same idiotic dream on a
recurring basis for years this is gonna
describe why in life we don't do what we
know we should some of you're thinking
wait a minute you don't know my dreams
what is he talking about don't bet
against me on the dream what's the dream
sound like I'm incredibly busy right
now given pressures of work and home a
new technology that follows me
everywhere and emails and voicemails and
global competition I feel about as busy
I ever have sometimes I feel over
committed I don't tell others but every
now and again my life feels a little bit
out of control but you know I'm working
on some very unique and special
challenges right now and I think the
worst of this is gonna be over in about
four or five months and then I'm gonna
take two or three weeks and get
organized and spend a little time with
the family and I'm gonna begin my new
healthy life program and after that
everything is going to be different and
it will not be crazy anymore as anyone
in the room ever had a dream that
vaguely resembles that dream
and how many years we've been having it
same dumb dream well there's not gonna
be two or three weeks
sanity is not going to prevail why
there's outside chance tomorrow it's
going to get even crazier than today now
we have a variety of delusions that keep
us from becoming the person we want to
become the planner bias what's that mean
the person doing the planning is not
person doing the doing the understanding
doing gap the challenge is not
understanding it's doing we believe it
won't take that long
yes it will it won't be that difficult
yes it will the high probability of low
probability events we never plan on
these things because you say what are
the odds that would happen well there's
a million low probability events it
could happen we can't objectively
evaluate ourselves and the one thing
that's probably the biggest we deny our
need for help in structure
we totally overestimate willpower and we
deny our need for help in structure the
Great Western disease I'll be happy with
the great employee engagement myth the
employees will be engaged twin when the
company does this they will all be
engaged now now I'm gonna teach you what
I promised takes two minutes a day cause
nothing's gonna help you get better to
everything are you ready look into the
eyes of your partner looking into the
eyes of your partner I want you to
imagine your partner's going to call you
on the phone every night for the rest of
your life every night
now I pay a woman named Kate to call me
every day she called me today she'll
call me tomorrow she called me yesterday
every day Kate listens to me read 32
questions that I wrote and provide 32
answers that I wrote every day somebody
asked me why do you pay some woman to
call you on the phone every day don't
you know the theory about how to change
behavior I wrote the theory about how to
change behavior that's why I have some
woman call me every day I know how hard
this is you think it's easy for me
I got 11 million frequent flyer miles on
one airline any of you have at least a
million
how many is 11 that's a bunch right well
that's an excuse to be out of shape and
divorced and I make up all kinds of
excuses will 11 million miles they don't
count for too much why do I have
somebody called me every day cuz I need
help if I had the courage to do this on
my own you know what I would I don't
have the courage to do this on my own
it's hard now every day she listens to
me read questions than I wrote I'm gonna
share a couple of mine the key though is
here's your homework assignment you get
out that Excel spreadsheet on one column
you write down a series of questions
seven boxes across every date went
Monday Tuesday Wednesday Thursday Friday
Saturday Sunday every question is
answered with yes no or number yes as
one knows a zero or number fill out the
little form every day at the end of the
week that Excel spreadsheet will give
you a little report card I'm gonna warn
you in advance the report card at the
end of the week will not be quite as
pretty as that values plaque up on the
wall when we do this day after day after
day do you know what you quickly learn
life is so easy to talk life is so hard
to live this is hard to do this is hard
to do I'm gonna share a couple of my
questions one of mine is how many times
yesterday did you try to prove you were
right
when it was not worth it I've almost
never got a zero my whole life kind of
hard fat old professor not to be right
all the time how about that old HR
professional Jarrod tried to be right
just a little
too much have a good room for many
people in this room how many times do I
try to help people yesterday when they
had no desire to be helped how many
minutes did you walk push-ups sit-ups
just a whole bunch of questions about
life it's amazing how well this process
works and my friend Jim Orr would tell
you to save its life it didn't kind of
save his life force or save his life it
did save his life
was one of the questions for him every
day where you currently updated on your
physical exam first 90 days he did this
he said no everyday after 90 days he
said this embarrassing I've got to get
the dumb exam record asking a question
he got the dumb exam doctor said you
have cancer that was several years ago
he's gonna be fine the doctor also said
had you waited seven more months you had
been dead he was 65 years old he knew he
should have got a physical exam when you
hold a mirror in front of your face
every day it's hard to hide how many
people in this room please raise your
hands I've ever avoided a physical exam
before and told yourself I'm gonna get
that exam after I began my healthy food
diet and exercise program come on look
at all these hands now did we trick the
doctor without strategy I was teaching
at the University of Michigan a man
raised his hand he said I am the doctor
well we don't ask the question because
we're afraid of the answer get in a
habit of asking these questions every
day and it is amazing how well this
works now I'm going to share the new
research done by my daughter Kelly some
of you may have met my daughter Kelly
for a graduate of Duke University was on
the third season of the TV show Survivor
survivor Africa worked with Mark Burnett
two years she did casting for Survivor
Amazing Race got a PhD at Yale
University and now she's a professor of
marketing at the Kellogg School and
proud daddy just got ranked as one of
the top nine Business School professors
in the world under 40 happy father happy
father
Kalli taught me something called active
questions which I'm going to share with
you fantastic how well this works active
questions Kelly said everything an
employee engagement has revolved around
passive questions what's a passive
question do you have clear goals do you
have meaningful work do you have a best
friend at work
Kelly's research is very compelling if
you ask people a passive question and
have a negative response they will
almost invariably blame the environment
she said try asking people active
questions now I'm gonna share now my
first six questions every day I'm gonna
recommend you asked yourself these six
questions every day what are the six
active questions every day number one
did I do my best to be happy rather than
saying did somebody make me happy did I
do my best to make myself happy number
two did I do my best to find meaning
rather saying did the company give me
meaning did I do my best to find meaning
did I knew my best to be fully engaged
rather than did somebody engage me did I
engage myself did I do my best to build
positive relationships rather than
saying do you have a friend at work were
you the friend who work did I do my best
to set clear goals rather than saying
did somebody set goals for me did I do
my best to set my own goals and did I do
my best to make progress against my
goals six questions every day these are
now my first six questions I highly
recommend these for you now I want you
to imagine you have to go to a meeting a
boring meeting stupid finances
PowerPoint slides it's gonna last one
hour you're dreading the meeting and you
have to go how many people in the room
have ever attended such a meeting before
you've all been to the meeting imagine
at the end of the meeting you're gonna
be tested the company's not gonna be
tested your boss is not gonna be tested
the presenters not gonna be tested
you're gonna be tested for questions did
I do my best to be happy find meaning
build positive relationships and be
fully engaged you are going to be tested
talk to your partner 20 seconds and
answer this question if you knew you
were gonna be tested what would you do
to change your behavior to raise your
score on at least one of those questions
go talk to partner if you know you're
gonna be tested what would you do
okay stop stop stop let me quickly just
call on some people here in the front
what's one thing you do different one
thing participate more be more deeply
engaged how about you participate
I have asked thousands of people around
the world this question here's the deep
point no one out of 100,000 people have
asked this question to has ever said I
will do nothing different no one now let
me connect the dots let's go back to
those two flight attendants one's
negative bitter angry and cynical for
the three hours once positive motivating
upbeat who's the real loser for three
hours it's not American Airlines you're
bankrupt anyway it's not the customer
I'm the customer after five minutes I
could care less about a flight attendant
who's the real loser for three hours the
flight attendant in that meeting if
you're disaffected and bored and checked
out and alienated for an hour who's the
loser it's not the company it's you let
me tell you what I love about what I
just taught you is this good for your
customers yes is it good for your
company yes it's better for you it's
better for you now let me share our new
research which is pretty amazing if
you're interested in participating all
you need to do is send me an email
Marshall at Marshall Goldsmith comm and
then write six and a question mark I'll
sign you up for the study you're gonna
get an email from me every day for two
weeks asking these six questions by the
way you know what the test is going to
be the six questions every day you're
gonna get tested takes about two minutes
a day and then we do a little survey at
the end and say how do you feel you've
changed we have done this research so
far with 79 studies 2537 participants
what have we learned
37% of the people said I'm better at
everything better at setting goals more
meaningful happier 65 percent said I got
better at least four out of six eight
9% said I got better at something 11%
said no change
and roughly 0.4% of the people said I
got worse
why everyday these questions get us to
focus on the one thing we can control
what's that question did I do my best by
the way I'm gonna make a bet show me
another HR program that will give you
that kind of numbers in terms of
employee engagement good luck on that
you know what else this doesn't cost any
money and it takes two minutes a day and
it doesn't take a whole lot of time
guess what it works and by the way if
you'd like to test it you you were
invited to participate yourself send me
an email you can participate yourself
now let me wrap up I always like to
finish with my favorite coaching advice
my favorite advice imagine you're 95
everyone look up here take a deep breath
and do your hand like this go ahh
and imagine you're 95 and you're just
getting ready to die and you're on that
deathbed here comes your last breath
right before you take that breath you're
given a beautiful gift the ability to go
back in time and talk to the person in
this room the ability to help this
person be a better leader more important
the ability to help this person have a
better life what advice would the wise
95 year old you who knows what mattered
in life and what didn't have for the you
that's sitting here right now you don't
have to say anything or do anything just
answer that question in your mind
whatever you're thinking now do that
terms say performance appraisal that's
the only ones going to matter some
friends of mine interviewed all folks
who are dying and asking this question
what advice would you have on the
personal side three themes theme number
one three words be happy now not next
week not next year not next month be
happy now Great Western disease I'll be
happy when when I get the money the
status the BMW we all have the same when
that'll person is when learning point
from old people I got so wrapped up
chasing what I did not have I could not
see what I did have and I had everything
people in this room many of you are
among the luckiest humans who ever live
many of you have friends and family and
health and you're doing fun work and
you're helping people you got it all
don't get so wrapped chasing what you
don't have you can't see it learning
point number two and this is point
President Clinton made friends and
family when you're 95 years old and you
look around that deathbed
none of your co-workers are waving
goodbye you realize these people are
kind of important and learning point
three if you have a dream go for it
because if you don't go for it when
you're 35 you may not win you're 45 and
you probably won't when you're 85 and
doesn't have to be a big one maybe a
little bit go to New Zealand speak
Spanish play a guitar other people think
your dream is goofy who cares it's not
their dream it's yours it's not their
life it's your life I had a very
embarrassing experience a couple of
years ago I was teaching this class and
I said go to New Zealand speak Spanish I
raised his hand he said we're in Spain
you idiot we all speak Spanish business
advice is it much different number one
have fun life is short and if you cannot
have fun in HR it will not happen in
finance so have fun have fun
life is short number two and this is a
blessing we all have do whatever you can
to help people and the main reason to
help people has nothing to do with money
or status or getting ahead main reason
to help people is much deeper ninety
five year old you will be proud of you
because you didn't disappoint it if you
don't and the final advice also saying
go for it HR is changing your world
changing you do what you think is right
you might not win at least checking all
the Premier and say what the heck at
least I tried final thing I would like
to say it's my honor to talk to you hope
in our brief time together I tell you
something that's positive and useful and
hopefully help you have just a little
bit better life
[Applause]
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