Do you want to know how to achieve bigger and better results faster?
Listen as business expert, Ron Karr shares ways eliminate risk, gain buy-in and achieve better results faster with a "Velocity Mindset."
Do you want to know how to achieve bigger and better results faster?
Listen as business expert, Ron Karr shares ways eliminate risk, gain buy-in and achieve better results faster with a "Velocity Mindset."
In this week's powerful episode "How to Achieve Bigger and Better Results Faster" you will discover...
Susan Friedmann: Welcome to Book Marketing Mentors, the weekly podcast, where you learn proven strategies, tools, ideas, and tips from the masters. Every week, I introduce you to a marketing master, who will share their expertise to help you market and sell more books. Today, my special guest is Ron Karr. Ron, has worked with leaders on six continents to eliminate risk, gain buy-in and achieve better results faster with the Velocity Mindset. His presentations and advisory services have generated over $1 billion in incremental revenue for his clients. Ron is the author of five books, including his latest, Velocity Mindset, and his best seller Lead, Sell and Get Out The Way. A dear friend and National Speaker Association colleague, Ron, what an absolute pleasure it is to welcome you to the show, and thank you for being this week's guest expert and mentor.
Ron Karr: Well, thank you, Susan. The honor and privilege is all mine. Thank you for inviting me to be here today.
Susan Friedmann: It's wonderful to have you let's talk about mindset. I know that you focus on working a lot with corporations, with leaders. However, I think mindset is sort of pretty universal. However, the whole idea of velocity mindset, now that's intriguing. So tell us, what does that mean, exactly?
Ron Karr: Susan, when you hear the word velocity, the first word comes to your mind is?
Susan Friedmann: To me, something like speed.
Ron Karr: Right. That's what most people will say and they're right. But that's only half the equation. If all you think is speed, that's when you get burnout. Because how many times have we been going throughout our to-do lists with speed, and at the end of the day was so tired, but we look at it and say, "What did we really accomplish?" Because, half the things we were doing really didn't have any direct impact on what we really wanted to accomplish.
The true definition of velocity, is the same as a physics definition, it's speed with direction. What you always have to do is you have to ask yourself, "What is the end result I'm really after and do my actions that I'm doing right now, to support that end result?" If we can just be better at that, crystallizing the vision of what our end result is and making sure our actions support that, there will be an automatic bump in velocity in terms of how well and how fast you're achieving the things you want to achieve in life.
Susan Friedmann: I like that. Speed, but there's direction to it as well. Now, talk about what stands in the way of that? Because I think we're our own worst enemy, especially when it comes to mindsets and head trash and all the nonsense that goes on inside and outside our brains.
Ron Karr: The head trash that you're referring to, I refer as our stories. I've done a lot of work in this. I've done work on both ends, both from participating with a therapist or wisdom teachers and looking at my own life, and also from coaching people. We have certain periods in our lives where we identified a story about ourselves. Aged six, around that time, then we'll get to a teenager, you're a young adult, something significant happens to us in those times, and then we interpret it as our story.
The best way I can explain it is, Susan, we've talked about this subject before, of the Holocaust. My father was a victim of the Holocaust. He wasn't in a camp, but he was trying to escape from Poland, he wound up in a Siberian camp for two years of hell. When you see the atrocities that he saw, it's been documented, children of Holocaust survivors, tend to have had some abuse in their household. Because someone like my father who definitely loved me, they were just really damaged by what they saw and what they had to deal with.
My father would go off on me in ways that you would never go off on a child, especially in today's world and say some things you would never say to a child. I immediately attached to the story, as to how he thought of me and that I was no good and that I'm a fraud and all that. But when it came to realize, that's just my story. It's how I interpreted what he did for the reasons he did. He obviously could have had a different reason for doing it, although doing it was not what should have happened.
But the thing that's impacted me 64 years later, it's not so much what was done, because that was a while back, it's the stories as to what I think it meant, and those stories tend to get in a way of pushing forward. Because when I came out of living at home and going to college, I was very insecure for a few years. As a matter of fact, I became a speaker for the wrong reason. I thought if I can stand on stage and proverbial be naked, I can slay the dragons and be up there and build my harshest critics, and also know that I'm not a fraud. I actually became a speaker for the wrong reason, Susan. We shouldn't be doing our own therapy up there.
What it did though, it made me go after the wrong thing. Because the goal for me was to be the best speaker anybody ever heard. That's too much pressure on anybody. A lot of how people rate us has nothing to do with who we are, it's what they're going through at that moment. But when I changed the context and story that from my story being that I'm not enough, to now more than enough and I look back in my history, all the things that proved it.
When I changed the reasons why I'm up there, which was not to be the best speaker anybody's ever heard, but to help them fill the gaps in their lives. They brought me in for a message. They wanted to hear that message. My job is simply to relay that message and customize it, as to what it means in their world. Doing it with the audience and the audience is a lot of published authors and I'm sure they want to sell their books and get their messages out to the world, because the message is valuable and they should. The first thing I'd ask them to do right now is, what stories are they living with about themselves that might be creating drag on their velocity? And how can they just recognize it's just a story, it's not reality? And that they don't like the story, since they're authors, how can they rewrite that story?
Susan Friedmann: A lot of gems here, Ron. And thank you. One of them, obviously was like you said, going out there and speaking for the wrong reason. But then you also said, that message, and you want to make sure that your message, you're putting out that message for the right reasons. Because as you know, you and I talked about this, our listeners, primarily are authors, nonfiction authors, that book contains a message. It has value. It's that value that they want to take out to other people. But they've got to get their own house in order before they can do that. Other than going to a therapist, how can we do that easily? Is there sort of a plan that comes sort of before the velocity or to gain the velocity, the speed and the direction?
Ron Karr: Velocity is not a static result, but it's a journey. Because each and every day, things coming our way that interrupt our velocity, and we have to figure out how to get over these new bumps. We look at it as a journey. Anytime one of your listeners wants to accomplish something, and the moment they start giving themselves a reason as to why they can't, or why it cannot happen, that's a story. If they can just recognize that it's a story and it's not necessarily the reality, it's what they're telling themselves, that's half the battle.
It's like anybody else who has any kind of condition, alcoholism or whatever, or anger or whatever. Good things also, it's not always have to be bad things. You know that half the battle is recognizing it. When you recognize it then you can deal with it. After you recognize it, then the question is, how do you want to rewrite the story?
Now, in order to do that, you have to start with first, what do you want to become? What's your vision? What's the goal that you're after? When you have that very clear in your mind, then the simple question is, does your story support that goal? If it's not, since you created that story, you can rewrite it. How do you need to rewrite it, that will allow you then to move forward beyond this, eliminate that drag and continuing your journey for what you're trying to accomplish?
Susan Friedmann: Sometimes I think we don't even realize that it's a drag. I think, as you said, it's a story. But we've told it so many times that we believe that it's the reality, even though it really isn't.
Ron Karr: Exactly.
Susan Friedmann: It's just a story.
Ron Karr: Right. You look at the chair and you say to somebody, "What's that called?" "A chair." "Why?" "Because it's a chair." "Who says it's a chair?" "Well, that's what we all call it." But that's the same story that we've talked about. And understand, there's no reason why that's labeled the chair other than we gave it a word. You follow what I'm saying? Well, that's the same thing about our own stories. There's no reason that the story is there, other than the fact that we gave it strength through the fuel that we kept giving it, by believing in it. When people can realize that they have the power inside of themselves to recognize that it's really just a story and that it can be written, that just unleashes a whole new world of creativity and opportunities for people.
Susan Friedmann: What I'm hearing, Ron, is really knowing and understanding who you are and the message obviously, and the value that you can bring to the marketplace. And obviously, that has to be authentic, and the authenticity comes from deep down inside you. Would you agree?
Ron Karr: Exactly. A common story that we all have and even the top entertainers, authors and everybody who's out there, constantly, is the story of being a fraud. When we were researching for the Velocity Mindset, we found an item about Tom Hanks. He suffers from that even till today. And every time he does a movie, the story comes out in his mind, "Oh wait, until they see what was really behind this."
Sometimes you're not going to eliminate your stories either. Sometimes they're going to come back that they rear the ugly head. But the key is, not to let it stop you. The key is, to acknowledge it as a story and what can you do, so it doesn't stop you? Because every time you're thinking about it, then it takes away from you thinking about what it is you can do. That's a key difference.
Your brain can only think about one thing at a time. We talk about multitasking. There really is no such thing as multitasking. You can try and do more than one thing currently, but at that specific moment, when you're doing something, that's all you're thinking about. What would you rather be thinking about? The reasons why you can, because of the stories you've created like, "I'm potentially a fraud," or thinking about, "How can I make this the best day for that audience, whether they're reading my book or they're listening to me speak? And what would it look like?" Think about that, then you'll carry out a different set of actions.
Susan Friedmann: That's going from being self-centered, to being the audience centered, them centered. Which obviously, as you said, is far more powerful. It's so funny that you use the example of Tom Hanks, because in my Author Marketing Mastery program, I talk about the imposter syndrome and I use Tom Hanks as an example of celebrities. Oprah and Meryl Streep and Jodie foster and even Lady Gaga, they've all admitted at some point or other, that they've felt like a fraud. We're in good company, if we feel that.
Ron Karr: We are. Here's another scenario. Barbara Streisand, great actress, great singer, she's been documented to know to have stage fright. So bad, that it took a lot of energy to get on stage, and that's why she stopped performing. Now, I don't know if that's the only reason, but she talked about it on an interview. That's an example where a story gets in the way and creates drag from your velocity.
Susan Friedmann: I don't know if this is something that you've researched, but I wonder, as we get older, does that get better or worse?
Ron Karr: As we get older, our stories change. Well, they can change, because we're dealing with different realities. Why did I come up with the Velocity Mindset and why did I write it? I had several back surgeries after I was done with the presidency of the National Speakers Association. And I was basically down from speaking for two to three years, until I was able to move around with no pain.
While I was laying in bed and doped up on all these pills, I just started, as we all do, to realize what's my legacy? What am I really here for? Because, I'm starting to get bored. I was a sales trainer, originally. I started doing sales keynotes. And then my business morphed where I started working with CEOs and C-suite, of small to mid-sized businesses. While I was having greater impacts on them, by getting into the things that are stopping them individually, just like what we're talking about now.
The reason why that became so powerful for me, is because I realize how much I lost in life, by allowing those stories that I grew up with from my father, I realized I could have gone further, I could have done more things in my life, I could have made greater impacts. And now at 64, golf term, use it on your back nine, I'm probably on my back four, if you know what I mean. My window is shortened.
So now, I feel it even more on my gut, that I've got to do whatever I can and live in my stories, so that I can make the greatest impact, while I'm still on this earth. So as we get older and we start realizing that our mortality is actually real and you start thinking about it, it can create other stories for the people like, "There's no time left. What am I going to do with my legacy?"
I just read a book by this author, Irvin Yalom, he's actually one of the famed therapists on death. And he talked about that as we get older, the stories that really stop us, is the stories we entertain about our legacy. What he was getting at is, that's too much to ask of anybody. Because who's going to know we were here in 50 years? In 100 years, who's going to know we were here.
Is it really your legacy you're after? Or is it what he called rippling? What can I do as Susan, that's going to make an impact on her life. That's going to be so powerful that she's going to continue it with somebody else, who then will continue with somebody else. There'll be no name attached to it necessarily as it goes through time. That idea is going to ripple through society, continuing to make those impacts.
And when you can sit at the end of your days and say, "Man, I've created a lot of ripples that have helped a lot of people and I'm satisfied." That's all you can ask for. As you get older, you may be developing some other stories as to what that means to you, what you feel you did, you didn't do. Again, you change the story, it's not about you, it's not about the legacy, it's, "How can I feel more fulfilled by knowing that I've helped others, I've left things behind that are making a tremendous impact in the world?"
Susan Friedmann: That's very powerful. Very, very powerful. Because, it is. It is all about what are we doing to help the world be a better place? Yeah, it's a ripple effect. I always talk about just finding a niche market, for instance. It's like you throw the pebble in the pond and let the ripples flow out. And this is a similar idea of that ripple effect.
Ron Karr: It's almost like when you're on a lake and I know you're up in Lake [inaudible 00:16:28], so you got a great lake up there. But if you on the shore of the lake and you take a pebble and you throw it, and it keeps bouncing and the ripples keeps spreading, that's what we're talking about. That's the image.
Susan Friedmann: That's the image. Let's go back to the book, Ron. I know in the book you talk about, the art of the pause. How does that affect what we've been talking about, this whole idea of velocity?
Ron Karr: It affects it in every way possible. All of us went into a forced pause at beginning of this year, when the lockdown happened. And as a result of that, it gave us time to really think, "What are we really doing? Is this what we want to be doing? What could we be doing differently?" Things that were taken for granted are now all broken up. Like working from home. That's going to become a reality for a lot of people. A lot of employees don't want to go back to work and employees are going to have to understand that.
We both know a Brian Tracy. I don't know if you were there when he did his keynote at NSA. But he started it magnificently, by pretending he was running on a treadmill. And he was doing it for 10 minutes while he was doing this talk. And the image that he was trying to emblazon in our minds was the concept of, are you living your life on a treadmill, where you just flying from one thing to another, without really thinking, "What does this really mean? And what I'm doing now, how's it going to help me get there? Or do we pause? Do we pause to really reevaluate what we're after? Does it keep the passion for us? And are the actions we're taking the right actions?
I can break this down into any aspect. When I work with salespeople, the pause is before you call up the customer, what's the goal you want to accomplish? And is it the right goal? If it takes the salesperson five calls to close a deal, and the first thing he's only thinking about in the first call is, "I want to sell this person," that's not an appropriate goal. Because you'll be talking too much, you won't be listening and you'll be trying to close and he'll lose that prospect.
But if he paused and thought about what a sales cycle is really about, and what is the legitimate goal for this first meeting, it really is to identify an opportunity that we're both interested in and qualify them and to see what the next steps are. That would be a valid goal for the first call.
What it really comes down to is, before you do anything, before you call anybody, before you start on a project, ask yourself first, what do I really want to accomplish from it? And are these actions, the right actions? If not, what do I need to change? That's what the pause does.
Susan Friedmann: Yes. And now, so many people, as you've rightly said, are reconsidering their whole life. People who have been on the road the whole time, many of our speaker colleagues, who have spent so much time on the road, are suddenly realizing, perhaps they don't have to have that life all the time.
Ron Karr: You're right. Because I have my plan after my back surgeries. I say, "Wow, I got to make back this money, because it really pushed me back." So my plan was to fly around [inaudible 00:19:27], and do all these keynotes and then I can slow down. So COVID happens. And all of a sudden, I just asked myself, "Why do I have to wait six more years with COVID cruises, we don't know how much time we have. Why can't you slow down now?"
I was just looking at my business and I said, "Well, why don't I go to Florida now? I was planning on moving in a few years. Who says I can't move to Florida? We're working from home anyway. Who says, I can't move to Florida now, and live in shorts, play golf and just adjust my business, to meet the lifestyle that I want, but also to give me the means to support it?" That's what we're talking about.
Susan Friedmann: So it's really taking stock of what are the opportunities out there. And obviously, so many people think of the pandemic as a lemon. Well, how do we make lemonade out of this lemon? Because yeah, we've had to pivot our businesses, our thinking, our whole lifestyle, to accommodate this now.
Ron Karr: But the key is to understand that the pause is not static. Meaning, we pause now we adjust what we want in our plan. So don't think you don't have to pause tomorrow, if you have to. You have to pause each and every day. Because each and every day, we get new information. And when we process that new information, it may impact what we're after.
Abe Lincoln had a great quote when he said, "Don't expect me to answer the same thing, the same way tomorrow, because I'm a different person tomorrow." Because, I have new data points that are coming in to help me figure out what the next step is. The pause really should be a part of their journey. Every time you start something, you call somebody, you want to start a project, pause. "Where's my passion? What am I really after? And what's the best way to get there?"
Susan Friedmann: Just even thinking about that whole idea of stopping, just for a few minutes, a few hours, just to rethink everything. Because we're so used to being on this perpetual treadmill, just as you said with Brian Tracy. But we can be like that hamster that goes around and round and round.
Ron Karr: Exactly. I was getting busy from that. I don't know about you, Susan, but I was getting [crosstalk 00:21:42].
Susan Friedmann: Oh, yeah. I've been on that treadmill. I have. It's not a pretty sight, but you somehow tell yourself the story that you can't stop it.
Ron Karr: And this is another story. All of a sudden you're on the treadmill, right? You realize you didn't achieve what you wanted, because you weren't doing the right things. Then [inaudible 00:22:01] and said, "All of this is no use. I'll never get there." No. She didn't get there yet, because you didn't have the right actions to support the purpose you're after.
Susan Friedmann: And was the purpose clear?
Ron Karr: Exactly.
Susan Friedmann: And was it the right purpose?
Ron Karr: And that is so important. It's the vision. If you can really see that purpose that you're after and if it really energizes you, that's when you know you have the right purpose.
Susan Friedmann: Yes. I always start with passion and I talk about your foundational blueprint and that's made up of two things. And that is your message and your passion. Your passion and your message. In whichever order you want it, it's those two things that I believe make up your foundation blueprint for whatever you do.
Ron Karr: You know what the biggest story is that gets in a way of all of our blueprints, to achieve our vision?
Susan Friedmann: Tell us.
Ron Karr: The victim mindset.
Susan Friedmann: That victim mindset. Talk to us a little bit about that.
Ron Karr: We can learn things intellectually, but understanding it inside of you and making it part of you is a different story. I learned that from the second way through my back surgeries, because I was on a fast pace. I was president of NSA, and now I got this thing coming at me, that's really debilitating me, and I had a victim mindset upon me. It didn't serve me well. I mean, people were there for me, but it really, in my opinion, retarded some of my progress.
Now, fast forward to last September, I made the decision to move to Florida, went to my cardiologist, because they were tracking a tight valve that was getting tighter. And he did an echo, because my intuition came up. That's another thing we wrote in the book. And I said, "If you're going to do this, you might as well walk your talk." If your intuition is saying, "Go from that to echo, before you move," do it.
And thankfully I did, because he shut me down and said, "You need to have your aorta valve replaced now." Well, I remember sitting, waiting in the hospital for that operation, versus the backs. I was a totally different person. I was not thinking about poor me, the victim. I was thinking about what life was going to be when I didn't have to worry about getting dizzy and out of breath and how much more things I can do and what I wanted to do. That's the difference.
Susan Friedmann: So it's getting out of that victim mindset and realizing there's life beyond that. I allow myself maybe a day, max, if I need to have a pity party and then it's like, "Enough already. Come on, get on with life."
Ron Karr: You can do your pity parties. I do them too. But understand, give them a time limit.
Susan Friedmann: Exactly.
Ron Karr: Then it's like, "Okay, we're done. Next."
Susan Friedmann: It's not that you need to deny yourself that pity party, because we all need it once in a while. But the fact is you're right, it's like, "Okay, time's out. Get on with life. You had your time." Ron, if our listeners want to find out more about you or the book, how can they do that?
Ron Karr: First of all, the book's being launched in May 11th. So they go to Amazon at that time, they can definitely get the book at a discount from Amazon. Or they can go to my website, learn more about what we do, and they can see about the book there too, which is ronkarr.com. Now, Susan, as you well know, I have a story about my name, because most people spell it C-A-R-R. But it's K-A-R-R. If you're going to go to my website, please spell R-O-N-K-A-R-R.com.
Susan Friedmann: Excellent. We'll put that in the show notes as well, so if people want to get hold of you, the easiest thing, Velocity Mindset, that book will be available, May 11th on Amazon. Ad listeners, go get yourself a copy. I've read through it and pretty fascinating stuff. If you were to leave our listeners with a golden nugget, what would that be, Ron?
Ron Karr: Originally, I was thinking about rippling, but since we covered that already. The golden nugget is, what we all hear, but what we all have to really live inside. Life's too short. We complicate things. Make life simpler. What jazzes you, what are you motivated to do? Whatever it takes to get it done. What should those actions be? That's it. Don't think about anything else.
Susan Friedmann: Fabulous. Well, thank you. Thank you for sharing your wisdom and I wish you much success with the book. Thank you for being our guest today. And thank you all for taking time out of your precious day to listen to this interview. And I sincerely hope that it sparks some ideas you can use to sell more books. Here's wishing you, much book and author marketing success.