“I need to know whether you’re going to be part of the 20% out there that actually gets things done?”, said Don Wood as he paused and looked me directly in the eyes. It was 2007 and Don had just finished telling me his previous experiences with salespeople – specifically insurance salespeople.
I knew Don had named his company “80/20” with a nod to the Pareto Principle, but I didn’t know, until that very moment, exactly how he applied it. Turns out Don’s been in sales himself for most of his life and has definitely been on the side of “getting it done”.Don, who turned 80 this year, founded 80/20 Inc. in Columbia City, Indiana, in 1989. From humble beginnings in a 3,000 sq ft shop, the company is adding another new addition that will take them to nearly 300,000 sq ft. Governor Mike Pence even held a press conference in March to announce their latest expansion.
Don’s been a devoted follower of Dr. Stephen Covey for many years and is actually a licensed facilitator. “They’re timeless principles”, said Don. When I asked him about his daily routine, he didn’t hesitate. “I get up at 5:00 a.m. and the first thing I do is to read: Forbes, USAToday, the Wall Street Journal. But I also enjoy business books. Daniel Pink is my new favorite author.” That’s followed by a workout session which may include weight lifting, Tai Chi, or the treadmill.
“Think like a customer!” is one of Don’s favorite sayings. He ensures that motto is lived out every day at 80/20. That means providing a quality product in exchange for a customer’s hard earned money and figuring out a way to make things right if something goes wrong.
“There are two things I can’t handle”, said Don. “Excuses: it’s what we give ourselves and others for not doing what we should do. The other one is deception: there is no other but the truth!”
Don has lived by and guided his crew with the simple outlook of If it is to be, it is up to me. “You gotta have a plan,” says Don. “I am amazed at how many don’t.” And part of having a plan is ensuring it is implemented and followed. Don will tell you that in his view 90% of success is showing up. “There is no such thing as absentee ownership,” he tells me. In other words, you must be present to win. How many folks do you know in business that have a great idea or product, but never fully leverage themselves to ensure it happens? Unfortunately (or fortunately) too many!
I asked Don a question that I think he’s been asked a lot over the years. So what is your secret? He immediately began telling me how curious he’s always been for “person, place, and thing”. He’s a continual student of the game, constantly studying the latest ideas and strategies in business and life. “It’s exciting!” exclaims Don.
And of course hard work was mentioned next. “My Dad used to say that if someone was paying you $100 per week, you better give them $150 per week of effort. That’s always stuck in my head.”
He tried college at Drake University after serving during the Korean War but realized he felt a yearning to “get after it” and decided to enter the workforce. He went on to tell me about his early jobs in sales and then as a toolmaker. Don clearly enjoys every day at 80/20, but I wanted to seek his motivation for the continual drive and effort.
Hard work and success in business provided resources. And the resources gave him freedom. “Even as a boy, I was a hustler. I would sell things. I wanted a little change in my pocket. It was empowering even if it was just the ability to buy a candy bar at the store. I wanted the freedom to do that,” said Don.
What’s The Risk?
“If you set limits on employment or life in general, you will only get there. Be totally open to opportunities that occur that you’ve never even thought of!” He exclaimed, looking intently at me, as it began to sink in. It’s the thing he is most concerned about for leaders and businesses today.
He continued, “You have to be unconditional.” I repeated it. Be unconditional. I began to think about what he meant. So often we build glass ceilings, pre-determining in our minds, what is humanly possible. The thing is, we get to exactly where we thought we could go. But it’s all self-imposed. Instead, we need to be unconditional!
What a great message. In fact, I’m going to devote next week’s blog to being unconditional. As always, your thoughts and comments are appreciated.
