All world cultures recognize that we have a responsibility to do more than look out for ourselves.

The ability to genuinely engage and perhaps influence another human being is truly a gift – which carries grave responsibility – that of service. Reaching for a lofty or even noble purpose demands that we aim high: serving ourselves and our families, our business and local communities and even – a significant victory – the community of humankind.

The news is littered with incidences of powerful people skillfully arguing that they did nothing wrong while betraying their clients, their community and their culture. They are skilled, shameful – and shameless. It’s time to raise the bar and our expectations.

Fusion helps you acquire the skills to give voice to your ambitions.

The secret resides in the “Next Step.” Is it good for all concerned?
Will it help the client/customer? Will it serve your firm, your family?
Will it serve you? Then go tell this story!

Use your voice and your skills for the good of all!

"When it is dark enough, you can see the stars."

– Ralph Waldo Emerson
  Writer, Philosopher
  1803 –1882


It’s been a dark time: financially, politically, emotionally. It's been easy to see the comets, burning brightly for a second then flaming out.

Look again – People going to work. Serving silently. Still committed to duty, honor, community. Stars, helping you find your way.

In such times a few trustworthy partners, clients, providers and teammates stand out. By their longer hours, quiet commitment, and stable leadership; you’ll recognize them.

The stars aren’t lobbying for a bonus. But they might appreciate an “understated gesture of respect.”

Now is the time to narrow your team to those that shine – and move on together.

"Attention must be paid."

– Excerpted from "Death of a Salesman" by Arthur Miller
  American Playwright
  (October 17, 1915 – February 10, 2005)



"Pay Attention!" You hear it from Childhood.

“Look at me when I talk to you!”

The phrases don’t do the concept justice.

Attention is a little bit like money. It comes in the form of particles…which are very valuable. You can spend them. Withhold them. Make a gift of them. Keep them for important occasions. Or waste them – much like money. There are limits though, to how many attention particles you might generate at any moment…So they are rare – special!

Catch someone unaware and send a particle at them – look! And they’ll feel it and look back, startled. They might react, smile, blush, flinch, duck, bristle…the opportunities are endless. They feel the weight of the particle and respond/react to it. And their reaction tells the tale of their character and their immediate state of mind.

Attention particles have flavors – as many as you can conceive. Interest. Curiosity. Desire. Distaste. Fear. Anger. Lust. Disinterest. Appreciation. Trust. You get the idea.

Ever spoken to a group? Get keyed up? It’s all those particles – takes a while to absorb them and then calm down. It’s a "high" that all performers acknowledge. The power of group attention (and we hope, adulation) can change your physical state and raise your metabolism.

It’s just that strong.

So. What?

Notice how you are spending your rare attention particles.

Are your children getting their share? How about your mate? How about your office or patrol partner? People in your platoon, on your floor, on your team?

People who are “attentive” are “attending” to the human need and desire for attention among families, friends and communities. “Paying Attention” is a powerful way of saying that the person you are looking at is important.

Spend it wisely.

As a speaker, manager, sales professional or leader, your attention signature will be an immediate indicator as to your power and charisma – or lack thereof. The ability to focus and direct the flow of attention particles anywhere, anytime, for any duration is one feature that distinguishes the most formidable speakers and people.

Attention must be paid.

Invest it wisely.

It will be repaid – with interest.

"What Constitutes 'Intelligence'?"

“The best and most beautiful things in the world cannot be seen or even touched. Instead, they must be felt with the heart.”

– Helen Keller
  Author, Activist, Lecturer
  (1880 –1968)

AP Photo Courtesy of the Thaxter P. Spencer Collection

R. Stanton Avery Special Collections 

New England Historic Genealogical Society-Boston

We live in a period in which the text oriented communicators dominate the cultural conversation about “What constitutes 'Intelligence'?” At the same time, technology is evolving so quickly
that communicating exclusively in text seems remarkably limited.

Current discussions about “whole brain/Holistic” communication suggest that a deeper, more substantial intelligence relies on “the combination of text and context” to make a more complete, rational and ethical choice.

As a speaker, it’s wise to realize that your audience will always contain a mixture of thinking types. Those who prefer text, those who respond to images; and those who prefer to sense or intuit the intentions of the speaker. A well rounded presentation contains a clear, logical argument, augmented with carefully selected images which align with and underscore the key ideas, and sufficient pauses in the delivery to allow people to “connect with the intentions between the lines.”

Fusion's perspective: It’s not an “either/or” question, but a combination question. “How can I present my ideas in ways that appeal to all thinking styles?”

Winners and Losers

“Once I passed the tricky sections, I think I let off the gas pedal a little bit. I just didn't continue with that aggression all the way to the finish,” the two-time World Cup overall champion said. “That's where I lost the race. I wasn't pushing myself as hard as I could have,” she explained, “I just got content and that's why I'm not on the top
step today.”

– Lindsey Vonn
  American Alpine Skier
  (1984 - )

 

All right, so she took bronze. But the quote makes our point. We think the principle here extends beyond alpine skiing – to communication, management; even life itself.

Winning demands that you get noticed. Winners Stand Up, and
Stand Out.

Getting noticed demands a risk…moving out of the envelope into “No Man’s Land.” Winners make themselves and us (their audience) nervous. We’re not sure where it’s going. We’re not sure it’ll be OK. There might be a wipeout. But we’re pulling for the insouciant risk taker in the spotlight. We can’t take our eyes off these people. They dominate our attention. They connect with our emotions and they tantalize our imagination. And once they own the stage, they demand our full attention and commitment – to take some risks ourselves. That’s why their presentations matter!

Growth happens at the edge, not the center. It’s dangerous out there, but potentially rewarding. The edge is a “live or die” place – not a suicide place. If our most powerful communicators lost consistently, there would be a stampede back to the envelope! But our most powerful communicators, managers and leaders are skilled at taking “A Calculated Risk.” Doing something new. Different. Unusual. But not in a foolhardy way. Pointless Risks are foolhardy. Calculated Risks define the style of winners.

Losers do none of these. No risks. No sudden moves. No untoward eye contact with a decision maker. No raising or lowering of the voice or the frame. Stay seated with eyes downcast and voice lowered! These are the rules of The Loser. Such rules (and standard corporate customs) lay the solid ground upon which the winners stake their claim to creativity. They stand. They move the chair. They change the room arrangement. They ask for questions and handle them brilliantly with warmth and humor. They make genuine individual contact and respond in a human and self-deprecating way. They ask us to listen, think, comment and commit. They take us out of the envelope – into
the light.

Losers establish the norm and the envelope. Winners push it.

Be one of them. Here’s how:

1. Rehearse, Rehearse, Rehearse. Now do it again. Nothing a winner does is left to chance.
2. Recognize that your clothing is a performance costume. 
   Dress accordingly.
3. The room is a stage…dress it as well.
4. Know what the audience expects. Then cater to and bend (but not break) their expectations.
5. If necessary, foreshadow your intentions by asking the audience's forbearance and patience with your “experiment”.
6. If you are saying “Hey, this is acting!” What makes you think
   it"s not?

 Now get back on the gas!

"Trading Up" on Received Wisdom

“To avoid looking directly at someone, focus on the bridge of their nose. They’ll never know you’re not looking right at them! And; in a full room, never look right at anyone! You’ll just get confused and lose your train of thought. Instead, look at the clock on the back wall, and you’ll be aware of the time as you speak.”

–  Gertrude Rossbudget
   High School Girls Basketball Coach
   (1938 - 2004)

Such statements comprise our collective inherited wisdom – the “received interior woodwork” of our consciousness. Unexamined, practiced almost daily and failing miserably every time.

Of course I was “RIGHT” all along – doing exactly what I had been told, but upset about the nerves and confusion that seemed to persist and grow with every conversation or presentation. Each attempt at reaching – left me a little more withdrawn.

Yeah, Yeah! I hurt, but don’t challenge what I’ve been taught!

Imagine the fear, surprise and pleasure when (under pressure from my military Dad), I felt the nerves dissolve as I actually looked directly AT another human being. There was someone in there looking back – all curiosity, doubt and interest – at Me! Wow! This works!

Hey, wait a minute. What about that “Bridge of the Nose” thing?

Is it possible Trudy was Misguided? Misinformed? Wrong? But I liked her! And I was forced to consider that she might have been any and all of those things – or perhaps she was giving me all the advice I could handle at the time.

The Learning Challenge: We must be willing to “expand our view of what is true” – even the highly-valued admonitions we picked up in childhood from cherished teachers. “Moving our mind out of the past and into the present” forces us to re-evaluate our considered truths: Do they fit the Present or must they go on the shelf?

Eye Contact:

• Nothing else works in its absence.
• Linger long enough for an idea to change venue, then move on, leaving them hungry for the next visit.
• Purpose: To invite and engage everyone into the conversation.
• Good Eye Contact communicates everything in the speaker’s space. Be Careful – they’ll know what you’re thinking.
• Start at home, take it to the office, try it at the restaurant – you may actually get what you order.
• Notice that if you’re more present; everyone else shows up.

 And don’t get hung up on the eyebrow thing.

(No actual High School Girls Basketball Coaches were harmed in the creation of this missive…)