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Sell the Dream

Dream big. Create purpose.

From the world of ideas pluck a storyline that sells the dream.

Mantra

Whaia te iti kahurangi; ki te touhu koe, me he maunga teitei

Aim for the highest cloud, so that if you miss, you will hit a lofty mountain

Know Your Enemy

What is keeping you awake at night?

Be your own worst enemy, that way you can't be surprised.

If you are clear on the true nature of the problem you need to solve, your imagination knows what to work on.

Visualisation

Pictures are worth 1000 words.

You've got to be able to see it, if you are going to be able to do it - Scott Robertson

  • How is tech changing the world?
  • How much about that technology do you need to understand?
  • What is your mantra for the future?

What are the best routines to kickstart imagination?

Sell the Dream

People buy into dreams over features and benefits.

tip

We are all in sales, To sell is human

Tell stories that connect with peoples sense of purpose.

Tom Sawyer and The Fence

Tom must whitewash the fence as a punishment for prior mischief, being young, wished he could play instead.

His friends saw him doing this job and did their best to ridicule him. Most people would bow their heads but Tom spun the situation around. At the end of that day, a dozen boys painted the fence for him, paying for the privilege, while he played.

Work consists of whatever a body is obliged to do. Play consists of whatever a body is not obliged to do. — Mark Twain

How Tom Sawyer switched Perspectives:

Ben Rogers commented about Tom's work. Tom asked, "what work?" and proceeded to paint the fence with careful precision, checking the application of the paint with every stroke of his brush. Ben, curious now, asked why Tom annoyed. Tom replied, "I don't see why I would be, you don't get to do this everyday" showing careful concentration to the task.

Perplexed and completely absorbed Ben couldn't help asking if he could "paint a little". Tom resisted at first, the eventually resisted and agreed to allow Ben the privilege of painting the fence in return for an apple.

Difficult And Important

People won't do good work if they don't think it has value. For a person to value a task, the following must be true:

  1. the work must be difficult enough to challenge the person constantly
  2. the person needs to believe their efforts are important to the big picture

The responsibility to deliver valuable work falls on two kinds of people.

The first, is the leader, that doesn't simply delegate difficult work, but emphasizes its importance first and foremost and sells a story of why the task at hand is important to the big picture.

The other, is the professional that understands and embraces the difficulties entrusted to him and will see the job through, especially when the task is undesirable.

Finally the leader needs to be lavish in their praise for a job well done, recognising the sacrifice and dedication of the professional that could easily have found something more stimulating to do.

Combined, these people make success look easy.

To make any human covet a thing, it is only necessary to make the thing difficult to attain. — Mark Twain

Test

Find people to criticise your dreams - Seth Godin

Those that have a why can endure any how

Engineer routines to identify fears and visualise success.