“Competitive advantage is now based on what you know rather than what you own.” Mary Adams

Have you noticed that your customers, your boss, your co-workers, your friends and your family all share something in common? They all value what you know, not what you own.

If you’re a plumber, the customer values your ability to identify the root cause of their water leak. They don’t value your new truck or tools.

If you’re a family business advisor, the customer values your questions and how they lead to answers that improve their situation. They don’t value your laptop or new website.

If you’re an employee, your boss and co-workers value you saying “I’ve seen this situation before, so here’s what I recommend we do.”

If you’re a manufacturer, your customers value your knowledge of the requirements of their business and industry, not your new ERP system or robots.

Or if you’re a church music minister, the pastor values your knowledge of the Bible and how you chose the perfect songs to support their sermon topic, not your new keyboard.

What is the “Trigger” for someone to call you? It’s what you know, not what you own.

“Being a great swimmer in a pool does not mean you’ll be successful in the ocean.”

In a movie The Guardian, that’s what Kevin Costner’s veteran swimmer character warns Ashton Kutcher, a new Coast Guard rescue recruit. A pool has a defined depth with a concrete bottom. The ocean has a bottom, but often miles deep. A tired swimmer can sink to the bottom of a pool and bounce back to the surface. Not so in the ocean.

I’m concerned that Americans believe our culture is in a shallow pool, not a deep ocean. One of my friends makes a good argument that America is simply experiencing a down cycle that will pass. I respectively disagree for three reasons:

1. In decades past America did not have $20 trillion in debt. Interest on the debt is now and is projected to continue being the fastest growing area of federal spending in the coming years, outpacing even Medicare or Social Security. In 2015, the U.S. spent $223 billion, or 6 percent of the federal budget, paying for interest on the debt.
2. In decades past the family unit was stronger. According to the 2010 census, between 1970 and 2012, the share of households that were married couples with children under 18 halved from 40 percent to 20 percent. The proportion of one-person households increased by 10 percentage points between 1970 and 2012, from 17 percent to 27 percent.
3. In decades past the majority of Americans attended church where they learned rock-solid principles and values. Church attendance, however, has dropped from 40% to less than 20%.

I have not given up hope. 

Why am I hopeful? First off, maybe my friend is right. We’re simply experiencing a down cycle and will bounce back as a stronger nation.

I place most my hope, however, in the men and women who are still willing to jump into the ocean to save drowning people.

And foremost, I know there still is God who has limitless power and authority to make all things good.

My job? Hang out with them and Him.

This was my view for 20 years while I logged 3 million miles on American Airlines.

What did I get in return for those miles and years?

Lifetime Platinum status on AA. Several million dollars in consulting revenue. And becoming a stranger in my own house.

I recently shared with my Junto group three maxims (personal principles). One was “Be famous in my own house”, a self-imposed wakeup call that began in 2002 after realizing my priorities were messed up. I was overly focused on being well known and successful in the business world instead of being a successful husband and father at home.

What caused me to re-think my priorities? Three things:

1. I read in 2002 The Millionaire Next Door. Author Thomas Stanley documented case studies that showed the majority of wealthy people do not drive expensive cars, own mega-mansions or fill their week with stressful work and travel.

2. I was asked to become an elder in my church. Elders are called to be a source of wisdom. I began to question mine.

3. My parents passed away 62 days apart in 2003. Nothing like death to give you cause to recheck your priorities.

What did I do in response?

1. To reduce the amount of time I needed to travel to pay the bills, my wife Sue and I began implementing a get-out-of-debt plan. We used the methods taught by Barry Cameron in his book The ABC’s of Financial Freedom. We paid off all our debts, including the mortgage on June 20, 2005. That’s a milestone date in our marriage.

2. I sought out and found a mentor to help me improve my business and life. The mentor asked me questions that led me to improve my priorities. When someone recently asked “What was one of your greatest mistakes?”, I replied, “Not seeking a mentor or board of advisors earlier in my business.”

3. I became more anonymous. A key Bible scripture for church elders is 1Peter 5. The anchor verse for me is “God opposes the proud but shows favor to the humble.” Reading a verse is good but implementing it is much better. This scripture set me on a path of mentoring, discipling, volunteering and non-travel based business activity.

Do you need to re-think your priorities?

If you need a mentor, advisor or sounding board, I would be honored to help. CLICK HERE to contact me (Tom Pryor) or email TomPryor@icms.net.

Wielding power rarely results in lasting influence. But a person with the ability to influence people has lasting power.

• President Obama’s office has power but he lacks influence with Congress.
• Mother Teresa had great influence but no position of power.

My favorite explanation of power versus influence is in a blog by Arkansas-based media coach Richard McKeown. He listed 5 differential characteristics:

My favorite explanation of power versus influence is in a blog by Arkansas-based media coach Richard McKeown. He listed 5 differential characteristics:

1. Power is positional. Influence is personal. President Jimmy Carter held the most powerful position in the world but will be most remembered for his influence on millions of people by volunteering to build Habitat for Humanity homes.
2. Power is wielded. Influence is granted. Fidel Castro wielded military power to control Cuba. The world yielded Billy Graham influence over millions of lives because of his many years of servant leadership.
3. Power pushes. Influence persuades. Steve Jobs preferred to influence change, not push it. Oracle billionaire Larry Ellison told USC grads last week that it was Jobs’ conversation during a 1995 hike that changed Ellison’s priority from power to influence.
4.  Power is resented. Influence is respected. I resent the power of the IRS. I respect the positive influence Dave Ramsey and Barry Cameron have on my achieving and sustaining a debt-free lifestyle.
5. Power expires. Influence endures. Vladimir Putin’s power will expire, either at or before his death. Ms. Doreen Young, deceased choir director at J. I. Carter Junior High School, continues to have a strong positive influence on my life. She took the initiative to change my sadness of not making the football team into a life-long love of music.

Sources of Power & Influence

Power is a force of influence that does not last. Power comes from a position of authority, physical size & strength or wealth. Few attain power in this manner.

Influence is a force that does last. It lasts in our hearts, soul and mind. The sources of influence are righteousness, serving and love. All can achieve influence.

The sources of power have limits. Not so with influence. The opportunities to influence are limitless. Examples:

• Start blogging on how you’ve seen people and organizations improve. Doing this created a social media career for my daughter Valerie King.
• Mail a handwritten thank you note to a person who least expects it. In 2016, receiving anything handwritten stands out.
• Give people hope by offering to be the Dream Manager in your company. If the dream of someone is to send their child to college, help them put together a plan to make it happen. Having a written plan immediately provides hope. To learn how, read The Dream Manager book.
• Ask your waitress if she has a need you can pray for when you say grace before eating the meal she brings. Then leave her a big tip!

The Power of the Other

As the father of a beautiful daughter I interviewed every boy she dated … even though I was often away from home on business.

How did I pull that off? By influencing and instilling my values into my daughter. She made wise choices, eventually choosing over 15 years ago a husband whom my wife and I also love.

My daughter is a carrier of influenceza!

Be a person of influence. It will give you super-powers.