PRACTICE THE 30-SECOND RULE

He who waits to do a great deal of good at once, will never do anything.
SAMUEL JOHNSON

LES . . . ON SEEING THE PRACTICE IN ACTION

One of the most valuable lessons in winning with people that
I have ever learned from John is the 30-Second Rule: within
the first thirty seconds of a conversation, say something
encouraging to a person.

John is a master at it. While I was sitting in a meeting at
one of his companies a short time ago, John entered the room
and within just a few minutes said something encouraging to
each person around the table.

David, I heard you hit it out of the park this morning on
that conference call.

Larry, you are making me look so good with that consul-
tation in Denver. Thank you.

Kevin, I just saw the numbers for April. Nobody else in
the world sees and seizes an opportunity the way you do.

Les, Im so glad you made the trip out here to be with us
today. I know youre going to add tremendous value to our
discussion.

Very early on, John had genuinely encouraged each one
of us. And it seemed almost effortless. Since I was trying to
learn more about Johns winning ways with people, after the
meeting I asked John to tell me about what he did. Thats
when I first heard the term the 30-Second Rule.

I learned this from my father, John said. Years ago, he
was the president of a college, and I would often walk across
the campus with him. He continually stopped to say encour-
aging things to the students. When I was tempted to com-
plain, I would look at the students faces and realize Dad had
deposited good words inside of them.

People never forget that kind of encouragement, John
continued. Yesterday I talked to my dad on the phone, and
he excitedly told me about his many former students who
keep coming to Florida from all over the United States to see
him. He was surprised that they would go out of their way to
see him, but I wasnt. The 30-Second Rule that Dad had prac-
ticed with everyone every day was returning to him big time.

Ive seen you do this for years, I told John, but I never
knew it was something you picked up from your dad.

Ive learned a lot of great lessons from my dad. Hes an
incredible leader, John replied. I practice this rule every day
with everyone I meet. You see, someone once said to me, Be kind . . . everyone you meet is fighting a hard battle. People
everywhere need a good word, an uplifting compliment to
fire their hopes and dreams. It takes very little effort to do, but it really lifts people up.but it really lifts people up.