Pub. 4 2014-2015 Issue 6

14 O V E R A C E N T U R Y : B U I L D I N G B E T T E R B A N K S - H E L P I N G C O L O R A D A N S R E A L I Z E D R E A M S FEATURE ARTICLE KENDALL COLMAN FOUNDER COLMAN& COMPANY The focus in selling is on getting the outcome you want, while the focus of serving is to find the outcome that is best for all. How to Create Ownership at Work “ Culture eats strategy for breakfast ” Peter Drucker. W hen determining charac ter i s- tics that drive top performance, use these seven powerful distinc- tions between a culture of Own- ership or a culture of excuses and Victimhood, as a guide in driving the culture to an elite level. 1. Character vs. Persona Character is our true essence rooted in service and personal accountability. Persona is a false projection of ourselves. Persona is temporary, while character is lasting. When you align your true essence with the 'self' you project to the world, then you demonstrate character. Our character is why others refer us to people they care about. If you prefer to spend your time in relationships, rather than on the numbers, you build a business based on character. 2. SuperStar vs. Super Servant To be of service is to seek joy in adding value to other people’s lives. The focus in selling is on getting the out- come you want, while the focus of serving is to find the outcome that is best for all. The victim sells people what everyone else is selling. The Owner provides what the client wants. Service becomes a system that creates referrals. 3. Commitment vs. Obsession A commitment is a mission to make a difference in your own life and the lives of others. An obsession is unresolved issues that you are trying to avoid by burying yourself in work. Customers recognize the difference and gravitate to the professional who demonstrates a healthier approach to life and business. 4. Relationships vs. Deals Owners count relationships, not deals. They know that relationships are the key to building a long-term, stable business. Victims count deals and are always focused on the fu- ture numbers instead of their current clients. Victims create what we call an 'Adrenaline Lifestyle' – constantly chasing deals at the expense of their clients, their family and their health. An adrenaline lifestyle attracts others who constantly operate in a crisis mode. 5. Values-driven vs. Competition-driven Our personal values are those aspects that we authentically hold close to ourselves. Discovering your true values, then orient- ing your life to express them consistently, is the true essence of ownership. 6. Trustworthy vs. Liked Being trustworthy means you take risks to do what’s right. To be likeable is to say whatev- er is convenient in the moment without being accountable for your promise. A trustworthy banker makes promises and keeps them. 7. Committed vs. Interested Owners are committed to the direction once it is aligned with their vision and goals. Victims are interested in being successful and talk about wanting to be successful, but they are not committed to doing what it takes.  Kendall Colman, the Founder of Colman & Company, comes highly recommended as a certified executive coach and facilitator. Kendall is the creator of the results-oriented Bank Leaders of Tomorrow and Center Stage Public Speak- ing program.